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Sales Math and Prescription Medication

A doctor friend of mine and I were talking on the phone a few weeks ago. In answer to a question I asked, she dropped some interesting facts that apply to the world of sales. On average, when a doctor prescribes medication to 100 patients, 1/3 of the patients will not...

Don’t Be Part of the Noise

Part of what is hard about being in sales is that most of society makes a very false negative assumption about you. Many people look at a sales call or prospecting interaction as an intrusion, a disruption, an interaction based on a one sided equation of value. To be...

Revisiting the Measure of Success

It’s somewhat challenging to produce any content right now (Podcasts, Blog posts, email newsletter) without the topic revolving around our current economic and pandemic crisis. I mean, I don’t want to be “ALL Corona, ALL the time” like the news...

It’s About Tomorrow, Not Today

There’s a meme I like. The picture is of an empty glass sitting on a counter, complete with a little condensation ring at the bottom. The caption reads as follows: “Dear Optimist and Pessimist, while the two of you were busy arguing about the glass being...

Life Rule #1 Applied to Sales

We’re living through some scary times right now. There is a lot of uncertainty. I personally know many people who were furloughed last week, or even laid off. You probably do as well. In times like these, it is easy to panic, and let emotion take over....