It has been a difficult and, at times, borderline impossible year. But for those of us who sell for a living, there is so much to be grateful for. Gratitude
The human animal is 99% emotional. We decide with our hearts and then justify our decisions with our “logical” brain. Change makes us uncomfortable. A worldwide pandemic and social upheaval
Let’s face it, this past year has been crazy. Toilet paper panic, quarantine, shutdowns, layoffs, working from home, distance learning, we’ve really been through it all. COVID-19 has affected just about
One of the things that makes selling in the lumber market more interesting than just selling a product, is that the market moves, sometimes dramatically. This movement creates hazards to be
At the end of 2020, I had the privilege of moderating a virtual panel discussion with industry-leading executives for NAWLA Exchange, and hearing their lessons learned during the many disruptions of
This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three
Prospecting done well is challenging; done poorly, misery. To prospect correctly we must be prepared: (1) We must be ready for any and all objections we will face while looking for
A Special Series from NAWLA While the lumber industry offers a variety of opportunities at all different levels of organization, it’s also wide open if you’re ready to strike out
For the last two years, I’ve run a $3-million-per-year solo consulting practice, but I have been out of money multiple times in my life. Today, I sell large six-figure consulting
The COVID-19 pandemic has impacted businesses across the globe, with live events and in-person interactions being hardest hit. For the bulk of the year, social distancing and virtual engagements have
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