The new ABCs of selling

Daniel Pink's new book Daniel Pink spoke in Philadelphia recently, on tour with his new book To Sell is Human. If you have the opportunity to hear him, go. He's funny, entertaining, and in a short presentation has some interesting insights about selling today. Key among his main messages is the nature of our ABCs which has changed dramatically. If you've seen the film, Glengarry Glen Ross, you probably remember Alec Baldwin's speech to "get them to sign on the line that is dotted" and the ABCs: "Always Be Closing." (Ugh.) In those days, Pink says, the salesperson usually had... Read more →