Understanding the Sales Force

Earlier today I posted this article about a candidate’s response to his phone interview.  I responded with this:

“Thanks [name withheld], for your thoughts, however misguided they are. Did you think this email would enhance your chances of moving to

I’ve posted many examples of candidates who were not recommended by Objective Management Group’s (OMG) sales candidate assessments, coming to life, reprinting their emails as examples, pointing out the weaknesses coming to life in their words.

Here’s a different look. 

I won’t be touring in 2008 so these will be my last public appearances for a while.

For those of you in New England who haven’t been able to attend one of my keynotes yet, I’ll be headlining at Gillette

Guy Kawasaki is in so many places these days that I would be extremely surprised if you didn’t know him or his work.

Author – Guy has written The Art of the Start; Selling the Dream; How to Drive Your

I spoke to a very lively group of 130 CEO’s in Cincinnati today and the question about creating more of a sales culture came up.  There are several steps to accomplishing this:

1. You must realize that the very people

One of the weaknesses we often identify is when salespeople become emotionally involved.  This isn’t a case of them getting too close to their prospects, customers and clients as much as it is a case of them reacting emotionally.  When

Kevin Harris came in yesterday and during his visit I learned that he was once an 8 handicap prior to giving up golf to build his business.

Bob Sinton emailed yesterday and told me that he lowered his handicap from