After a client declined to hire a high performing salesperson for fear he would be a “lone wolf” I began to think about the lone wolf candidate. Is there a place for him or her in today’s sales world? I asked this question to several heads of sales and the responses varied from maybe to… Read More
About Linda Richardson
Sales Training Redefined
We know that learning decreases over time when there is no reinforcement. But why? And what and when is ideal reinforcement For decades there has been a narrow concept of how learning happens. In that narrow definition, the classroom is the nerve center of learning. Things like pre-work and reinforcement are nice to have, but… Read More
Selling in the World of the “Brilliant Machine”
You sell with drive and rightly so. But do you sell with heart? I pose this question in the final chapter of my new book, Changing the Sales Conversation. In that chapter I explore the difference between being client-centered and human-centered and why selling with heart and establishing trust are major differentiators today as knowledge… Read More
Terminating a Team Member without Being The Terminator
To terminate is to bring to an end. If you have had to terminate someone you know things don’t get much harder or sadder. Most managers dread this part of the job more than any other. They are concerned for the team member—How will this person get a job? What will he or she do?… Read More
Too Senior to Fail? The How and Why of Executive Coaching
Dr. Marc Bassin is an Executive Coach who, for two decades, has worked with the top two levels of leading global sales organizations to improve the leadership impact of their executives. Some of his client relationships have spanned ten years and all of his business comes through referrals. Almost no topic in sales has been… Read More