Robert chats with Karl Becker about icebergs, and we see many examples of how entrepreneurship and high performance are like an iceberg, but Karl applies it to selling. The real strength in the sales conversation is can you be curious, can you ask the right questions and truly want to learn the answers.

Karl Becker has founded and run numerous companies over the last thirty years and now runs Improving Sales Performance, a consultancy that supports sales organizations to build high-performing teams and achieve their revenue goals. He is the author of Set up to Win: Three Frameworks to a High-Performing Sales Organization and Sales & Marketing Alignment. He has a BA in economics from Colorado College and an MBA from the University of Colorado, Boulder.

You can learn more about him and his work at improvingsalesperformance.com.

https://www.improvingsalesperformance.com

https://www.linkedin.com/in/karlbeckeriii

https://www.linkedin.com/company/improving-sales-performance-usa