Emotional intelligence, or the ability to recognize and manage emotions, is a soft-skill that is often overlooked in the work environment. Among all corporate departments, it is the sales team which par excellenc…

We all end up saying yes sooner or later, even when in reality we would have preferred to say no. It is on this that the work of Robert B. Cialdini, “The weapons of persuasion” is based. A great classic, which fa…

We have all found ourselves in the situation where someone is trying to sell us something, and we know how annoying their insistence can be if we do not want to purchase their product. We might feel “manipulated”…

Anthony Iannarino, didn’t plan to become a salesman, sales manager, or the author of the world’s most followed sales blog. Iannarino approached this profession with curiosity and with the sole purpose of earning …

Even in the world of sales there are some books that deserve to be read sooner or later. Aside from The Challenger Sale: how to take control of the customer conversation. 2011. Portfolio Penguin, another book wor…

One of the books that sparked the most interest in the sales world, The Challenger Sale, was written by Matthew Dixon and Brent Adamson of the CEB (Corporate Executive Board) and was published in 2011. Compared t…