Eric Dunn

What do the world's greatest athletes, politicians, and business leaders have in common?

Acronyms, industry buzzwords, technical jargon-we've all used them at one point or another in our jobs.

The best definition of a heated political climate is the constant "clarification" of what was said yesterday, the day before, and the day before.

The change in the economic climate in the last two years has affected everyone, and one of the more dramatic effects is the cultural impact it's had on organizations.

How do salespeople find balance, energy, and enthusiasm and grow their sales in uncertain markets? Change how you think!

Salespeople often claim that they got a "no" from a prospect. But more often than not, they got a "no" from their negative self-talk.

What's the one thing a salesperson must avoid to be successful?

Most don't lose because of product inferiority, pricing excesses, or poor sales technique. Instead, they fail because of low self-esteem!

Salespeople who don't think of themselves as trusted advisors can often only ask one-dimensional questions to elicit one-dimensional answers. But, unfortunately, salespeople do this a lot.

In today's environment, we must stop acting and looking like beggars recognizing that we can help buyers.

Let the others wrestle it out at the procurement department and with the low-level influencers.

If I asked you which would you consider analogous to your sales style -being a greyhound or a thoroughbred- you might pause and consider the characteristics and traits, and after pondering, see value in both.