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What is good selling?
Like many people, I have always been curious about what makes "great sales performance". This is a perplexing question that has been asked and attempted to be answered by many people over the years. Also, are great sales people born? (most people believe this to be true - but it's not). What does it take to be an elite sales performer, and can anyone learn how to sell well?

Other study findings Related Articles

Influence of EI on Job Function
The Technical Manual for the Emotional Intelligence Appraisal™ reveals interesting findings from a study of more than 13,000 individuals worldwide. Employees from various job functions, in different organizations and countries, were asked to evaluate their emotional intelligence by answering 28 questions. Job functions included sales, marketing, finance, operations, customer service, human resources, information technology (IT), engineering, business development, manufacturing, and R&D.
Acccccccelerated Learning: The [Remarkable] Power of Screwing Up
I had a chance to preview Dan Coyle's forthcoming The Talent Code: Unlocking the Secret of Skill in Sports, Art, Music, Math, and Just About Anything. In short, I thought the book was a marvel—explaining pockets of amazing talent, such as Brazil and football-soccer, and, based in part on new findings in neuroscience, turning conventional ideas about teaching and learning on their head. I'll have more to say when The Talent Code appears, and Dan, I hope, will consent to becoming a Cool Friend. In a rather trivial (however, not to me at the time) way I had a chance to practice parts of what Dan discovered—and was stunned at the efficacy of his findings in this small case.
Nature Helps ADHD Symptoms
Researchers at the University of Illinois found that 20 minutes in nature (think green!) helped reduce unwanted ADHD symptoms among its participants. While this study was done with children, the researchers state that their findings also extend to ADHD adults and the non-ADHD population.
Sales Assessment Comparison - Objective Management Group vs. Devine
It's not often that we get to compare the assessment results of an individual that took our assessment and another. Why? Because most companies don't use multiple assessments that report on similar findings. Notice that I said "report on" and not "look at". While other assessments report on findings similar to ours, they don't look at or measure the same information to draw their conclusions. That's why the reports I received today make for such an enjoyable comparison.
So You Want to be a Millionaire?
In 1996 a new book hit a national nerve as it raced up bestseller lists in the New York Times, Business Week, the Wall Street Journal and Publishers Weekly. It’s title? “The Millionaire Next Door – The Surprising Secrets of America’s Wealthy.” Written by Thomas J. Stanley and William D. Danko, this landmark study revealed the results of more than 20 years comprehensive research on just how people become wealthy. Their findings may shock you - just as it did millions of other Americans.

Why you should stop trying to delight your customers
Delighting customers does not build loyalty. Reducing customers’ effort does. These were the findings from a large customer service survey conducted by the Customer Contact Council (CCC), and featured in the July edition of the Harvard Business Review. The survey’s aim was to get answers to three questions: 1. How important is customer service to loyalty? 2. Which customer service activities increase loyalty, and which don’t? 3. Can companies increase loyalty without raising their customer service operating costs? After conducting structured interviews with customer service leaders and a study of more than 75,000 customers, the CCC uncovered three findings...
The 12 Hidden Crises of Entrepreneurial Women
Several years ago I conducted a yearlong research study with over 100 working women across the country about professional crises in women and how we can reclaim our lives to overcome them. I was astounded by the findings, and felt they were so universal and important for women, I wrote a book called Breakdown Breakthrough about these 12 crises, offering a three-step holistic model to break through these challenges once and for all.
Five Tips to Avoid an Email Avalanche
A few years back the NY Times published an article on the negative impact email is having on our economy. According to an Intel funded study, a typical office worker checks their email more than 50 times a day and that the annual cost on lost productivity in the US is $650 Billion! There have been many other similar studies commissioned with almost identical findings. Are you in the trap like so many other office workers? Are you an email, iPhone/Blackberry addict? Can you go 45 minutes or longer without checking your email even once? If not, here are a few tips I’ve tried that might also work for you and bring some sanity to your work day.

2 Take-Aways from a MarketingSherpa Case Study
Centerbeam, a company that delivers technology infrastructure support for mid-sized businesses, was the subject of a case study by MarketingSherpa recently. You can read the case study at Lead Generation: How ignoring 16,896 companies helped improve Sales-Marketing alignment. We wish to share our thoughts on this case study with our fans.

You've Seen This Movie Before
With the cinema season on the top of my mind, yet ever-mindful of my health habits (as well as those of my coaching clients, whether they own a business or carry out a different kind of leadership mission), I was intrigued to read about a study reported earlier this year in the "Personality and Social Psychology Bulletin." Researchers studied popcorn consumption by movie patrons, and their findings were interesting....
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