You can teach and develop curiosity and resourcefulness in your team. A big challenge is that many managers didn’t have a leader who knew how to give them a non-directive approach. If you’ve never been taught by someone who says “listen, I could tell you the answer right now but…

I am often asked about cold calls because I write about the subject. I am a firm believer in the magic of the telephone as the primary opportunity creation tool, and because there is so much confusion around cold calls. …

Hustle is a word bandied about all over the startup universe. A lot of people use the word, but it doesn’t mean what they think it means. It isn’t about winning accolades or bling. …

When I hear sales leaders say “my people aren’t good negotiators,” my reaction is usually “they’re not negotiating at all, they’re simply discounting. They never ask for anything in return for what they give up.” The only negotiating a lot of salespeople do is with their own company on what…

A question I regularly hear from Sales Managers is: How often should I be coaching my sales people? They want to know when they should be directive, and when they should be non-directive. There is no simple answer to this question; it’s contextual. …

Note: This is not my normal style of communicating, and I don’t like to tell people they suck at anything. I simply became so sick of watching “sales gurus” teach aspiring sales people that bullying is a sales tactic. …

The long held stereotype of salespeople as smarmy, dishonest predators is not wholly undeserved. Every one of us has been pressured by an overly aggressive salesperson entirely out for themselves. …

America has had a love-hate relationship with Silicon Valley and technology since the days of twin boy wonders Bill Gates and Steve Jobs. There are swaths of America who believe that you are only cool if you’re working in a startup. …

I grew up in an environment where I now recognize that everyone had a small vision of themselves. That’s what the world imposes upon you. You’re not big enough, you’re not smart enough, you’re not good enough. You don’t have the right hair, or the right car, you don’t have…