Today’s sales environment is like navigating a 60-foot sailboat in a thunderstorm. New demands of a global economy, the immediacy of the internet, increased and hungry competition and most of all a ubiquitous down market make it a treacherous climate. Additionally, salespeople are being asked to plot a winning course through longer buying cycles, increased [...]

We’ve all seen speakers who seem to know exactly how to get an audience energized. These speakers have an effortless, intuitive sense that enables them to keep a connection with any audience. And they often use powerful questioning techniques to help them prompt audience involvement.