I recently performed an audit for a mid-sized company in which I examined their sales staff against a standardized assessment test as well as their […]
How to Get People to Answer Your Call
I love Jean. She’s a salesperson extraordinaire employed by one of my great clients. Every call or email from her is a double shot of […]
5 Ways To Deal With a Bullying Client
Clients are the life of your business, but what do you do when one of them is a downright bully? (No, you can’t punch them). […]
5 Great Questions You Should Ask Your Customers
Speaking with customers is a great way to get insight into your business, but mediocre questions yield mediocre answers. Here are some tips for asking […]
CEO Survival Guide: 30 Days to a Better Life
Time is your greatest asset. Follow these five steps to better manage your time and you’ll see your performance improve in less than 30 […]
Just Lost a Big Sale? Ask These 5 Questions to Find Out Why
Your company just lost out on a big deal. Now what? Don’t waste your time complaining. Here are five questions to ask to help you […]
Weekly Tip: The Elephant in the Room
I was in a great business meeting the other day with a potential business partner and at one point he said, “I think there is […]
Weekly Tip: Are You Overthinking Things?
Often times highly analytical people and companies over think data and decisions when what is needed is less speculation and more action. In the world […]
Weekly Insider Tip: 5 Sales Clichés That Are Dead
INSIDER TIP OF THE WEEK As sales people, the following ideas have been fed to us as truths all of our lives. Maybe they were, but […]
Weekly Insider Tip: It’s Always About Relationships, Just Never Only About Relationships
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]
Weekly Insider Tip: Add SALT to Tough Pitches
INSIDER TIP OF THE WEEK A client of mine was looking for a pep-talk for a series of upcoming Hollywood pitches. These are the TV/Movie style […]
Weekly Insider Tip: The Elevator Speech is Dead
INSIDER TIP OF THE WEEK There are entire books and seminars devoted to writing an effective elevator speech. This is the mythical compelling summary of […]