I learned a valuable lesson a few years back. I was managing a sales team of thirteen B2B sales recruiters in Melbourne Australia (hence the Aussie rules photo; that's Gary Ablett; they call him the son of God over here; long story). We had a Monday morning breakfast meeting every week where we would talk about the week that was, how we…

A topic of discussion in many an interview I've had with senior sales professionals is 'lead generation' and 'cold calling' and their willingness to pick up the phone to generate a new business opportunity. Many well established career sales people I've met feel as though they have moved…