Mistake #5 Salespeople Make in Client Meetings- The Mulligan

November 25th, 2015

We've all had "that's what I should've said" moments. After a discussion is already over, the perfect one-liner, ideal comeback, elegant analogy or consummately constructed point occurs to us. The one parlay that would have made our argument. Golfers have a name for the do-over of a shot that didn't go where they wanted, the Mulligan Read More...

What Legendary Coach Bear Bryant Can Teach Us About Selling

October 3rd, 2014

A team of academic researchers once asked Bear Bryant why Alabama football was so successful under his tenure. Bear Bryant's reply: “Because I love my players, and they love me.” The researchers were skeptical. Alabama football, like any team, was measured on wins and losses. The researchers theorized that the team’s won-loss record (or the amount of love they had for their coach) might not be the most useful measure or motivator for individual players Read More...