Are you an Eighteen Seconds Rep?

Are you an Eighteen Seconds Rep?

From one of my academic heroes: “Essentially all models are wrong, but some are useful.” – George P.E. Box We’ll come to his point later in the post. On Friday, we had the misfortune of having my wife rushed to the hospital for some health issues.  She is...
3 Dimensions That Make A Great Networker

3 Dimensions That Make A Great Networker

A few years back, I was commissioned to study the best way to network.  Using a rigorous approach and interviewing some of the top business networkers in business, I landed on ten dimensions that make a great network and ultimately a networker. For the first time, I...
The True Value of an Elite Education

The True Value of an Elite Education

In a recent interview, psychologist and internet sensation, Jordan Peterson, suggested that the value of going to Harvard is not for the education as much as it is for the rigorous entrance criteria.  Peterson suggests that the rigorous entrance criteria brings in the...
You can increase trust – and fast!

You can increase trust – and fast!

Trust continues to be one of the main themes in doing business within sales. Many of you have expressed that trust is an essential ingredient for the role of a sales professional to be effective.  Though we were all in agreement, there is little discussion about how...
The Power of Business Journaling

The Power of Business Journaling

I was assigned to sell a brand new product built organically. This software product was to compete with some well-established and mature products in the market. I was the one used as a sales precursor before rolling out the majority of the sales force. My assignment...