I believe people are best convinced by reasons they themselves discover. Influencing and inspiring others begins with facilitating this self-discovery in others. I serve people by filling the “knowledge” gap between what they teach you in business school and what my students call the “real world.” I employ “streetsmart” lessons learned from having fought and …
Author Archives: John Kratz
Top Reasons Salespeople Loose
Good article for my former “quota carrying” students. I’d like to add another reason why salespeople lose business: being so self-absorbed in your company’s sales process that you fail to make a human connection with the person sitting on the other side of the desk! Top Reasons Salespeople Lose Business – Harvard Business Review It’s …
Don’t Let Verbal Pauses Derail Your Interview – Part I
Earl’s Lesson I started my journey in B2B sales and marketing 31 years ago as a butter salesman. I can assure you I didn’t go to college to be a butter salesman but in 1981 times were tough and decent entry-level positions were scarce. Fortunately people still eat during severe economic recessions so food manufacturers …
Continue reading “Don’t Let Verbal Pauses Derail Your Interview – Part I”