Business owners: For better sales efforts, do each of these 30-minute tasks just once a week–but do them every week. Feeling overwhelmed? The mere thought of […]
Get the info you need from prospects: avoid politics, talk process
New blog on CBS’s MoneyWatch today! Enjoy.
How to get what you need from your contact’s boss 101 – on MoneyWatch!
Check out my latest blog on MoneyWatch! Find the blog here!
London Calling: Ideas are Spreading
Ideas have power. And there’s nothing more powerful than watching ideas spread. A while back I was contacted by a reporter for the Financial […]
7 Deadly Sins
Many prospects are suspicious of their potential providers. They feel like someone is always playing fast and loose with the truth. The technique I am […]
Magic Tricks Revealed
“Congratulations, You’re My 11th Biggest Customer” What’s it like to be someone’s “11th Biggest Customer”? In the constant sales competition with bigger companies for bigger […]
Customer Service Is Not a Differentiator
In my town, there is a billboard that says – “Our tellers are actually better listeners” and then shows the logo of the bank […]
“Send lawyers, guns and money…”
I was gambling in HavanaI took a little riskSend lawyers, guns and moneyDad, get me out of this – from “Lawyers, Guns and Money” by […]
She’s Just Not That in to You – The “Maybe Whirlpool”
Chasing….I hate chasing. Wouldn’t you rather have a fast “no” than an excruciatingly slow “maybe?” Do you know what the difference is between begging and […]
Getting By With a Little Help from Your Friends
Referrals, references, connections, networking, social media: they’re all about access and leverage. You get access to the people who make things happen and are able […]
Brando Don’t Audition
I posted this blog some time ago, but in the past several weeks I have directed so many people to it that I thought it […]
Professional Stalking–Managing Prospect Follow-Up
I’m working with a team of sales people right now—good sales people—who have one teensy-weensy problem: follow up. The sales process for all of us […]