The buyer, the prospect, the customer expects you to have knowledge of their stuff, not just your stuff.
There is no prize in sales for second place. It's win or nothing. The masters know this and strive for - they fight for - that winning edge.
Most salespeople would like to think of themselves as being rock stars, but they don't display the talent to match their definition.
When you hear bosses talk about their best salespeople, they often refer to them as rock stars. It's the highest praise your boss can give someone on your team.
My website, my email magazine, my blog, my books, my corporate seminars, and my public seminars all create the ability for social media to work and all build reputation and ranking.
Many salespeople are trying to make their quota rather than developing a deeper belief in their product or service - and even worse, they don't have a strong enough belief in themselves.