In Rule 13 one of the three components of PAR Time was to spend 15 minutes daily reading industry publications and/or inspirational material on sales and motivation. Indeed the cumulative… read more →
There’s a current debate in some sales circles around the popular Challenger Sale book and a recent Rain Group report entitled “What Sales Winners do Differently.” The issues are over… read more →
We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve… read more →
As college basketball NCAA Champions get crowned this week (congrats Louisville), and attention shifts to The Masters (the PGA’s next major golf tournament), competitive people paying attention are enthralled with… read more →
Something about this time and season for salespeople. The end of the calendar year is in sight yet there’s still time for sales hope and a strong finish. And while… read more →
A company with a game-changing product is in a highly competitive marketplace teeming with large and established incumbents and upstart ankle-biters. Part of the sales team is robust and upbeat;… read more →
We’re deep into summer, the fish are jumpin’ and the cotton is high. Like the great Gershwin lyrics, there’s an easing of sorts in life and business during the summer… read more →
They should be teaching this stuff in schools. Not just for future professional salespeople, but for those who will someday work in finance, engineering, marketing, law, medicine, even education and… read more →
It’s November and we’re deep into the fall sales quarter, football games and we’re fast-facing the holiday season. Just this past weekend we witnessed the game of century (LSU vs… read more →
After 30 years of sales experience including the past 10 years coaching and training sales teams from Silicon Valley start-ups to Fortune 500 companies around the world, I’m still a… read more →