The Big Picture Archive

Curiosity is essential to achieving great things.

In sales, rejection comes with the territory. And if you don’t learn how to cope with such dismissals, it will corrode your confidence and, ultimately, your performance.

In the case of negative patient reviews, an ounce of prevention is likely worth more than a pound of cure.

For many customers, the challenge is not lack of information — it’s information overload.

With the plethora of Internet product reviews and other online sources of product information, salespeople’s roles as valued dispensers of hard-to-access information is gone.

The rise of Dental Support Organizations (DSOs) and large group practices has tilted the balance of power in the supplier/buyer relationship.

In this column, I'm going to keep the positivity vibe going but extend it even further.

People are complex creatures, and to view them through a single lens is overly limiting and ultimately self-defeating.

There is nothing new under the sun," the saying goes. To some extent, that applies to the dental market. While new products are being introduced all the time, dentists often stick with the tried and true.