Business owners and sales people are driven to achieve goals.  The pressure to achieve your goals can create a sense of urgency that leads to anxiety and actions that can have a negative effect.  Setting specific dates for reaching goals sets up a win-lose situation.  Hit your goals by said date, you win.  Miss your […]

Our lives are filled with a steady flow of human interactions.  Whether it is personal or business, the human condition calls for people to communicate.  This basic human function requires us to interpret language and physical cues to help us understand the other person.  Empathy according to Wikipedia is defined as, “the intellectual identification of […]

I find it interesting that after being in sales, sales management and sales training, the essential aspects of successful selling really never change.  Great trainers and training is everywhere on the web, blogs, in-office, networking groups and the list of resources goes on and on.  One thing all sales people understand is the race never […]