An Insider’s View of Sales Training

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I’ve aways been in the business of giving advice based on research.

First, I was a lawyer. My advice was based on precedent, which lawyers find by doing careful research.

Then I was an investment advisor. My investment advice was based on solid academic evidence set forth in peer-reviewed financial journals.

When I started writing books about investing, I was careful to extensively document the research underlying my recommendations.

When I transitioned to writing about sales, psychology and neuroscience, and applied that research to investment advisors, I followed the same protocol.

That’s why I’m dumbfounded by the advice we’re inundated with daily that’s not based on anything other than the opinion of the person dispensing it.

As W. Edward Demming, one of the founding fathers of total quality management, is reported to have said: “Without data, you’re just another person with an opinion.”