This TED talk by Ernesto Serolli is ostensibly about international development and non profit work, but when I heard it, my first thought was: 50-90% of sales people should watch this right now. Even if you’re not in that group, it’s well worth 20 minutes of your time. Serolli is a great storyteller, and he discusses a common sales problem in a humorous, memorable way.
The sales secret they don’t tell you: don’t feed the hippos
We all have stories about how sales people have tried to “feed the hippos” with us. It’s harder to look at ourselves and realize when we are guilty as well.