“I don’t have time to be on Facebook, LinkedIn or Twitter. I am making sales calls.” Have you ever heard this comment from your originators? Perhaps you’ve even thought this yourself. If so, that one statement says it all about your sales organization’s view of social media and represents a failure to grasp just how […]

As the market changes, the ability of the originator to deliver trust to the customer is more critical than ever. Without instilling trust, originators cannot develop relationships needed to facilitate future business. In Sally Hogshead’s excellent book, Fascinate: Your 7 Triggers to Persuasion and Captivation, she describes trust as the most nuanced, fragile and hardest […]

One hot topic in my recent training classes is how difficult it is to manage remotely. As we all know, the days of managers sharing the same office with their employees have faded away largely due to expense reasons. The problem is that remote managers no longer have the spontaneous daily interactions with employees that […]