Category Archives: Closing

The Myth of the Extroverted Closer

When I started hiring and training salespeople twenty years ago, the profile was salespeople with “drive,” “closers.” “Go-getters” who are “aggressive.” Then the psychologists got involved and replaced those dinosaur words with more evolved, academic terms like extroversion, ego drive, and perseverance. I have just worked with a client whose hiring profile included these very […]

Why Your Millennial Sellers Aren’t Closing

Dan Smaida – August 25, 2016 Have you noticed a couple of things going on in the pipelines of your millennial sellers? – Pipelines are full of prospects that look demographically appealing, but aren’t closing – Salespeople are getting meetings and more meetings, but not enough forward progress – Opportunities that were “sure to close” […]