Some lead from the front. When times get challenging, they are there, a part of the action. Often, they have lived it, know and appreciate what needs to be done. Others lead from behind. They read reports and listen to briefings, but do little to inspire and direct. And then there are those who don’t ... Read More >
Everyone has their own selling style. Everyone is on a developmental continuum for improvement. And, everyone has a unique set of personal attributes that define them. But not everyone goes into a sales campaign with the right mindset. You’re standing in a customer’s lobby getting ready for a first meeting relative to a new opportunity. You’ve also done your homework, ... Read More >
As an age-old idea, salespeople often fall within one of two categories. Those who look for something and others who make something. While the hunter-gatherers would historically obtain food by foraging, collecting wild plants, and pursuing wild animals; the farmers focused on agriculture and domesticated animals for survival. Somewhere along the continuum of time, the corollary ... Read More >
Jim Holden Holden International- Compete Specialist The intent of our article titled, “SALES INTELLIGENCE,” was to provide thought leadership as it relates to building situational awareness during a sales campaign. It looked at intel gathering not from an informational point of view, but rather in terms of acquiring knowledge in a timely manner. In this article, we would like ... Read More >