by John Patrick | Business Strategy, Knowledge Exchange, Leadership
My favorite magazine is Entrepreneur. I must admit my heart skips a beat when it arrives in my mailbox. This time was certainly no exception, especially when I saw the featured article was on one of my favorite subjects … leadership. So I opened the March...
by John Patrick | Knowledge Exchange, Sales
1. ROLE PLAY. Even the best in any sport or discipline maintain that level by constant training and repetition. In order to have the highest level of confidence possible, and in order to be able to focus on the prospect, you have to internalize the process....
by John Patrick | Business Strategy, Knowledge Exchange, Sales
Most people know about the 80/20 rule. Eighty percent of anything gets done by twenty percent of the people. 20 of 100 workers accomplish 80% of the work. 20 of 100 volunteers get 80% of the job done. 80% of Girl Scout Cookies get sold by 20% of those selling them....
by John Patrick | Business Strategy, Knowledge Exchange, Sales
Like it or not , many people still conjure up negative thoughts when they hear “Sales Person.” Why is that? Folklore and poor sales people. The folklore part stems from a time where sales people traveled from town to town in rural areas...
by John Patrick | Knowledge Exchange, Uncategorized
Experts say that unless you do something dramatic, your mental gauge will allow your behavior to keep you at what it determines is a comfortable level. We see that acted out every day. Why do two sales people appear to be doing the same thing – with similar...
