Culture is established from the inside out, not from the outside in…You will have maximum cultural impact when you can cause people to want to take a certain action, and enable them to cause others to want the same…The following four characteristics highlight the power of influence and why it is more effective than control…

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We’ve heard it said that a picture is worth a thousand words. If that is true then the converse is also true: a thousand words are worth a picture. What I mean is that if it requires a thousand words to explain, then it’s complex. If it’s complex, then it needs to be mapped out. It needs a picture. The 7 steps to “Whiteboard Thinking” will help you to define and simplify any complex problem so you can tackle it with clarity and confidence.

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What if 100% of your sales team members are not passionate evangelists of your process (imagine that!)?…The following guidelines will help you to continuously increase adoption…How do you drive adoption? You don’t. You inspire adoption!

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…I thought of various people who had reached great heights of success after a lifetime of hard work, only to see it all tragically destroyed because of one pivotal moment’s decision. I had to ask myself…”When I achieve my desired success, will I have the character to sustain it?”

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Influential sales reps can have an even greater impact on sales teams than management, whether good or bad. The wise manager will know how to identify and leverage that influence to his or her advantage. One’s indirect influence through others is greater than the direct influence through oneself alone.

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Moderator:
Sam and Jen, your topic of debate has to do with acceptable negotiation practices. Is it acceptable to falsely inflate your initial price in order to discount during negotiations?

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Meet Sam and Jen. Sam firmly believes that sales is a science. Jen firmly believes that sales is an art. Read their perspectives and tell us who you agree with?

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