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Continuous Learning is the Key to Your Success, with John Spence [Episode 182]

In today’s episode, John and I discuss why every sales professional must make a commitment to continuous self-education.

John Spence is a strategist, consultant, speaker, and author of five books including Awesomely Simple and Letters to a C.E.O. He is recognized as one of the Top 100 Business Thought Leaders in America and one of the Top 500 Leadership Development Experts in the World. Among the topics we discuss are:

  • Why companies hold back from investing in continuous learning for their sales and marketing reps.
  • How to invest in yourself to improve your skills while providing additional value.
  • Simple steps everyone can take to commit to lifelong learning.
  • Essential qualities employers should look for during the hiring process.
  • The books you should read to create your personal competitive advantage.


What’s your most powerful sales asset?

Asking great questions and listening.

Name the one tool you use for managing your own sales that you can’t live without.


Who’s your sales role model?

Neil Rackham and Mahan Khalsa

What’s one book that every salesperson should read?

Let’s Get Real or Let’s Not Play by Mahan Khalsa and Randy Illig,

SPIN Selling by Neil Rackham, Crossing the Chasm by Geoffrey Moore, and Selling the Invisible by Harry Beckwith.

What music is on your playlist right now?

Vivaldi – John listens to Classical Music while he is reading.

What’s the first sales activity you do every day?

John figures out how to add value to his clients on a daily basis.

What’s the one question you get asked most by salespeople?

How can I get in to see the top level people?