For some time, I’ve had a thorn in my side about a particular ‘insight’ floating around the sales punditry.

I’ve grumbled when it was repeated on conference stages, scowled reading it on blogs, and I might have exclaimed ‘for f***s sake’ when I found in Dan Pink’s (otherwise) excellent To Sell is Human.

But earlier this week, I heard it from a young Inside Sales Rep as a ‘justification’ for not picking up the phone. That did it. I'm as mad as hell and I'm not going to take this anymore!

Here’s what he said: 

This essentially a parroting of the information assymetry idea: that pre-web we lived in an era of tyrrany where sales ruled over buyers mercilessly.

I am unbelievably excited to release Issue #2 of the Outbound Index.

Calling all Sales Reps and Sales Leaders!

A few weeks back, I sat on a panel at the Sales 2.0 Boston conference.

The conversation turned to sales hiring. It made me think about something I'd recently read about -- specifically, Angela Duckworth (from University of Pennsylvania) and her research on grit.

I mentioned this research and offered to work with any Sales Leader in the audience to score their reps on the grit scale and look for correlation with their best performers.