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Always Room For A Craftsman

Earlier this year, I wrote a post about the growing concerns I hear from reps about how much the dental industry is changing. Corporate dentistry is playing a bigger role in the market and many of those organizations ‘buy’ very differently. Not only is it more difficult to identify and connect with decision makers in […]

How To Get A Bad Sales Call Back On Track

From Wikipedia, flow “is the mental state of operation in which a person performing an activity is fully immersed in a feeling of energized focus, full involvement, and enjoyment in the process of the activity.” You’ve had the experience of being in state of flow on sales calls and demos. Everything is working. You find it easy […]

I Don’t Know How

This is something people say a lot. But there are three versions of ‘I don’t know how.’ Sometimes it means I don’t care to know. For example, I don’t know how to hang drywall and I don’t know how to play bridge. Truth is, I don’t care to know how to do either. I’m not interested […]

DSP013: Getting Feedback To Create Career Breakthroughs with Alexa Sherr Hartley

Being a great salesperson, manager, leader, or teammate requires a lot of things. For example, you need determination and grit. You need to be persistent and resilient. And it doesn’t hurt to have a little luck. Certainly there are other ingredients. Today we are going to talk about one that doesn’t get the attention is […]

What’s the Risk?

Anytime you ask a prospect to buy something, you are also asking them to assume a certain amount of risk. That risk, depending on how significant, can end up being the obstacle that keeps people from moving forward. If that’s the case, it’s important to really understand what you’re asking the client to risk and […]