Category Archives: Sales

Emotional Intelligence: The Meta-skill of 21st Century Sales Professionals

Great little article from Art Sobczak in his Smart Calling Tip of the Week from Emotional Intelligence:  The Meta-skill of 21st Century Sales Professionals By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to … Continue reading

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Fear of Phoning

Great article by Art Sobczak on cold calling from Fear of Phoning by Art Sobczak Ever have one of those days when your phone weighs 2,000 pounds? You know what I’m talking about. You’ve got your list, you’ve set … Continue reading

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Selling using usage and outcomes, not offerings

Interesting read from John Hollan, Chief Content Officer at Customer Centric Selling ( A salesperson once told me he sold industrial adhesives. Glue? I asked. We compromised on expensive glue. When asked to tell me more, he launched into a … Continue reading

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