Avoid the trap of “jump to solve” in a sales discussion…why and how to use ACTS.

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A long time ago, I had a conversation with a struggling sales counselor. They were frustrated that a prospect who seemed like a great fit had broken off the conversation and wouldn’t respond to calls. It turns out that the prospect had some objections, but each...

The Values Conversation

Think for a moment about a position you filled that wasn’t quite right for you. You may have made the best of it, but were you truly at your best? Individuals can only be truly successful when they can work in alignment with who they are and what they stand for....