Dave Kurlan recently highlighted one of his old posts on what makes for great sales people.  Surprisingly the best sales person doesn’t necessarily have the best closing skills, or prospects consistently, or even builds the best relationships.  Rather it’s the person who sells consultatively – i.e. asks insightful questions.  Dave’s finding, based on thousands of OMG assessments [...]

A while ago I realized that every job, for me at least, follows a similar pattern.  In the first year I subtract more value than I add as I learn the job and industry.  Those around me usually don’t notice this and either give me the benefit of the doubt or feed my ego with [...]

A while ago I realized that every job, for me at least, follows a similar pattern.  In the first year I subtract more value than I add as I learn the job and industry.  Those around me usually don’t notice this and either give me the benefit of the doubt or feed my ego with [...]

A while ago I realized that every job, for me at least, follows a similar pattern.  In the first year I subtract more value than I add as I learn the job and industry.  Those around me usually don’t notice this and either give me the benefit of the doubt or feed my ego with [...]

A while ago I realized that every job, for me at least, follows a similar pattern.  In the first year I subtract more value than I add as I learn the job and industry.  Those around me usually don’t notice this and either give me the benefit of the doubt or feed my ego with [...]

A while ago I realized that every job, for me at least, follows a similar pattern.  In the first year I subtract more value than I add as I learn the job and industry.  Those around me usually don’t notice this and either give me the benefit of the doubt or feed my ego with [...]