From an inauspicious beginning as a self-described "sales failure," Eric Lofholm has reached tremendous heights in sales: he is President and CEO of Eric Lofholm International Inc., which professionally trains people in the art of selling. In this week's episode, he attributes the beginnings of his success to learning how to combine his natural talent for teaching with an effective sales system. He also explains the business strategies that helped his company weather and recover from the 2008 recession.
How formal training can help people overcome the internal resistance to sales caused by the "stigma to sales in our culture"
The advantages of a "90-day blitz" model for sales efforts
How to respond to urgency with flexibility
How publishing—through podcasts, online magazines, and YouTube—can help establish you as a thought leader in your field
Why it's so important to understand the mechanisms of your own success