To meet 50-year-old Ken Krisby, a compact, lean man with enough energy and charisma to charm the spots off a cow, is to experience a motivated, passionate person who wants you to “elevate to the next ...

As we’ve written in this space many times, the motivation of buyers and sellers is all important to a successful transaction. Without sufficient motivation, or an identified motivation, it can be ...

IT HAS BEEN SAID that “People want to buy things, but they don’t want to be sold things.” Motivation theory agrees: There is a better way to earn a buyer’s business. The ability of a seller to ...

When I am brought in by organizations to teach better ways to achieve sales goals, I am often reminded that the sales profession has studied and applied many approaches to the selling process over the ...

What’s selling motivation, you may be wondering. We’ve not experienced much since the middle of 2022 when the Federal Reserve mounted its stair climber and hiked interest rates several times over the ...