In baseball, we describe a good all-around player as being a “five-tool player”. I am sure you have heard it before. Some guys are power hitters, some are base stealers, and some have a rocket for an arm, but the best of the best are truly well rounded and can help their team win in […]
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“The root of human existence in business is two things: people want recognition for the work they’re doing, and they want to have valuable personable relationships. It’s an opportunity for us to evolve how those things happen.” Todd Fleming, sports aficionado, father, and global salesman is this week’s League Leader. Born and raised in Columbus, […]
Read moreOne is always exploited through fear. Fear is rooted deep in our childhood experiences and moves us subconsciously. I believe that there is a correlation between fear and the amount of power a person seeks. If we consider this statement in cross-cultural phenomena, we can derive it to state that societies maintaining high distance feel […]
Read moreIf you haven’t seen Columbo, it’s a classic television show about a homicide detective with the Los Angeles Police department. His ability to pull the truth out of the individuals he interrogated right before he would leave the room was what made him special. Although not a salesperson, there are many sales lessons learned from […]
Read moreYou may ask yourself, “Am I a Workaholic?” You’re a hard-working professional. You love your work, the sense of achievement, and the rewards it brings. Like most people, sometimes you work too much. It’s the nature of the beast. There are times when you just have to push harder to meet a tight deadline or […]
Read moreWhen you think of “The Office,” you probably think of Michael and Dwight stirring up a fiasco. The crazy moments of the show undermine one of Michaels exceptional skills; Building relationships. This is the most important part of high-ticket sales. Michael’s innate ability to care about the people, instead of the sale, is why he […]
Read moreAt BarCharts Publishing, our field reps are an important variable needed to ensure our sales equation = success. Without our field reps, our customers will not have the merchandising needed for our products to be discovered in-store. I tasked my IT manager to find a solution that will help our field reps optimize their sales […]
Read moreThe SPIN Model is an excellent tool to study if you are looking to drive more sales. The Romans may not have been thinking about that during battle, however, similar tactics are used today at a much different scale. A History Anecdote: Quintus Fabius Maximus, a Roman Consul, was the only hope to stop a […]
Read moreWatch any pregame show leading up to Sunday kickoff, and you can bet one of the buzzwords you will hear all the analysts and coaches talk about is “tendencies”. They will most likely be standing in front of a green screen, dissecting plays from throughout the year, and saying things along the lines of “see […]
Read moreIn the horrible sports dead zone that is June and July, those of us who can’t work up the patience to watch 9 innings of baseball on a regular basis have very little to look forward to. Presently, the most exciting thing going is keeping an eye on NBA free agency to see where guys […]
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