March 11, 2019

How to respond to “Sell me this pen” in an interview

I spent the better part of the past 20 years interviewing candidates for sales positions and rarely missed an opportunity to ask someone to sell me something. I have listened...

by Ian Mathews

Careers

Sales

March 11, 2019

No One Cares About Your Excuses

Have you ever said something in a meeting and immediately regretted it? Sitting in a quarterly review with my CEO, I was beyond confident. I couldn’t wait to brag about all...

by Ian Mathews

Sales

March 11, 2019

What Makes Great Salespeople Different

When my son was six years old, I planned a baseball trip to Florida to see Spring Training. We had tickets to two games, both near Disney themes parks in Orlando. After...

by Ian Mathews