Sales management and the sales process – Part 1

In sales organization after sales organization, I hear similar stories when I ask sales managers what they do to support, motivate and manage the salespeople who report to them.  The answers are – more often than not – sickeningly vague. After the usually (BS) disclaimer about how their industry / company / country is not…

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Black Belt Objections Handling Techniques – part 3 of 3 – Preventing

My first Tae Kwon Do instructor gave our class a piece of advice that serves equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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Black Belt Objection Handling Techniques – part 2 of 3 – Dodging

My first Tae Kwon Do instructor gave our class a piece of advice that works equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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Black Belt Objection Handling Techniques – part 1 of 3 – Blocking

My first Tae Kwon Do instructor gave our class a piece of advice that services equally well for martial arts, objection handling, and many other endeavors. “If you don’t want to be hit, then don’t be in the place where the attack is” From the Tae Kwon Do perspective, this advice is almost as good…

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