Not new! Not subtle! Sound the alarms! Passionate engagement is missing. And not just in sales. It's missing from most things areas of business. Too many people are cynical. They are too cool for school. They won't fully give themselves over to what they are doing. And it kills business. The reasons are too many for comment section to your post. But know it has to be fixed! And fast! It's time to throw down the gauntlet. Get passionate, get engaged, or go somewhere you can be passionate and engaged. You owe your company your best you, and nothing else will do, nothing less should be given or accepted. Thanks for the prompt! I'll have more to say, but right now I have to give myself over completely to another task. A

You are so so right, Skip. I have seen reps that are a 10 on the enthusiasm Richter scale roll over a low key prospect. I have also watched in horror as a low key salesperson bored an enthusiastic prospect to sleep. As professionals though, we really need to be able to work within a comfortable range, and that means being able to force ourselves out of our natural comfort zone. I like the idea of working within a couple points. If you are a 4, maybe you should be able to will yourself to a 7, and vice versa. A

Thanks for the question, Alyncia. The fact that you asked means I achieved my goal; you are thinking about what this means. Even though I have two posts on sales and Zen last month, I am no Zen master and so I won't leave to answer this for yourself. Yes. And no. I am recommending that you adopt what works for you and your organization, and ditch what doesn't work. Just because something is new doesn't mean it is better or that it should be immediately adopted to replace the old. One reason some things last so long is because they are still effective. And some of Sales 2.0 will prove to be nothing more than fads that disappear as fast as they come to our attention. Some old sales attributes and techniques are still timeless, and are still required if you are to succeed. Don't trade those in for any amount of hype or attention.

Thanks for your two cents, Daniel.