Is Anybody Better than Nobody?
With the demand for people unusually high right now, you might be tempted to compromise your standards and just get "anybody" to fill your open positions. But stay patient, follow…
How Can I Get the Important Work Done?
When it comes to your to-do's, there's "urgent" and "important". When you need to focus, turn off your phone (notifications are rarely important) and don't let people pop in for…
What If They Ask For Something You’ve Never Sold?
It can be exciting to be asked to provide something new, but resist the temptation to grab a price out of thin air. Follow your process and be sure to…
How Do I “Get Real” at Work?
Being more candid, direct, and clear in your communication helps your team make better decisions. Your perspective is necessary to getting to the best answer. But be "direct with respect",…
Why Should I Start My Career in Sales?
Ken talks with Global Guru's #1 Sales Trainer, Joe Pici about why people are the most important part of business and why you should consider starting your career in sales.…
What if Your DISC Profile Isn’t Accurate?
Your DISC behavioral assessment is a great tool to help you understand yourself and communicate better with others. But your results might vary based on when you took the test,…
Are the Players or the Coach at Fault?
When you lose, it's YOUR fault. If you're the coach, then it's the coach's fault. If you're a player, then it's the player's fault. YOU need to take responsibility for…
Does School Give Me an Education?
Education is critical to success. Of course. And you need to be a life-long learner. But going to "school" (traditional elementary, high school, and college) isn't going to provide you…
What if They Ghost You?
During your discovery process, you have to get the date of when your prospect wants to start getting the benefits of your product or service. If there's no date, there's…
What Should You Measure in Sales?
Sales is one of the most measured aspects of business. There are input metrics, output metrics, and conversion metrics. Expect results (sales!), but focus on what you control: the activities…
