Discovering: Identify Needs, Wants, and Pain Areas

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, I was as green as they come. I entered the field directly after graduating from college and went to work for Lanier Worldwide in the highly competitive telecommunications industry. I was trained to hit the streets in San Diego’s Mission Valley and […]

The Importance of Cultural Fit

When you don’t fit in at your workplace, it just doesn’t feel good to be there. You might think there is something wrong with you, and try everything to make it work. An article in The Wall Street Journal on April 10, 2014, entitled “Making Sure the Boss Is the Right Fit”, states that “a […]