Somewhere between playing football in the heat of South Texas and the high altitude of the Air Force Academy, Wes Schaeffer lost the ability to BS. In 1996, after serving his country in Korea and the Middle East, Wes jumped headlong into sales. With a new wife, a young son (and a second son on […]
Continue readingWhat’s Inside Top Performing Sales People What is it that motivates humans to take action? What is the source of their desire to become involved in or to avoid certain activities? What motivates humans to do what they do? The answer to being effective, satisfied and personally fulfilled lies deep within a unique set of […]
Continue readingWhy Don’t Sales People Prospect Enough? Virtually every business owner or sales manager I have ever coached or consulted has listed lack of consistent prospecting by their sales organization as one of the most damaging issues facing their company. This pervasive issue has a long term, crippling financial impact on both companies and their sales […]
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