I’ll never forget the defining moment of my sales career. I had experienced some nice success in my early sales career. I made more than my share of awards clubs, I was making good money and, frankly, I was having a lot of fun. I also knew, intuitively, that, while I was doing well, what I was doing wasn’t going to get me the results I wanted over the long run. So, in the midst of a successful career, I decided to radically change my approach to selling.
