Great business leaders exhibit many of the same character traits. Here’s number five in the series describing the top character traits of great business leaders – integrity. It is both good morals as well as good business. See how you measure up.

Over my 30 years of experience working with B2B salespeople, I have discovered that there are certain common beliefs that most sales people never question, and yet which hinder their performance.  In this first of series, I identify and discuss one of the most common:  "I must believe in a product in order to sell it."

Sometimes it is so frustrating. You know you have a better product, your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they’d be delighted.

So, why won’t they switch? Are people really that stupid? Or, is it you? Did you do something to put them off?

While there are some circumstances where the answers would be yes to the questions above, the most likely answer is something totally different. The reason they won’t switch is the ri

The best business leaders have acquired a similar set of skills. Without this set of character traits, it is difficult to lead a growing organization. In this series, I uncover a key set of character traits for great business leaders. This is number four – Unwavering self-control.

The sales profession is replete with myths that salespeople tell themselves, and then believe, that hinder their performance. This is the first of series on these myths. In this piece, we look at the idea that “I have great relationships with my customers.”

We’ve all seen the contestants on American Idol – some of which are horribly self-deluded. They think they have talent when they don’t. Unfortunately, that trait of self-delusion is common among more than American Idol contestants. Join with me as I dig into this issue and see to what degree you may be suffering from it.

Great leaders have a number of character traits in common. This is the third in a series of articles dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE.

In this session, I respond to two questions from salespeople:  One has to do with the idea of 'finesse' and the other on methods to insure that you get the 'last look.'  My advise may not be what you were expecting.

More important than the business model in the long-term success of a business is the character of the CEO. In this series, I describe the top qualities of character that mark the successful business leaders. This is number two – the ability and propensity to learn.

Effective salespeople think about what they do before they do it. That’s called planning. And, good planning requires disciplines and routines. In this podcast, I unveil a planning process that has focused and energized thousands of B2B salespeople.