Try this: Put a black dot in the middle of a whiteboard and ask a group of people what they see. The most common response […]
The 5 Worst Kept Diet Secrets that Work for Big Sales
I just lost 20 lbs in 20 weeks. If you want to do the same, you don’t have to buy anything, read any more than […]
45 Seconds to a Killer Pitch
People tell their own bio story like they are reading the ingredients of a Cheerios™ box. When we do the “round the table” intro at […]
My Father Was a Salesman
Recently two events coincided that caused me to consider what I think I know about sales and where that originates. I was teaching an entry-level […]
Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
Last Meal of the Condemned: Selling to CMOs
It is tough to be in marketing these days. CMOs have the life expectancy in their position of less than 19 months….and that’s dropping. […]
NCIS: Gibbs’ Rules… for Big Sales
Rule 2: Always wear gloves at a crime scene Rule 18: It’s better to ask forgiveness than ask permission Rule 27: There are two ways […]
Great Sales Brain Food
I am really glad to let you know that some friends of mine in the sales training space at Caskey Training have got a great […]
Paraprosdokian Sentences
In a newsletter from Tom Hill, tomhillwebsite.com, this article was re-printed, (I don’t know where he got it). It made me laugh so hard that […]
6 Ways to Win in a Big Sales Presentation
Try this – Put a black dot in the middle of a whiteboard and ask people what they see. The most common response is “A […]
How about a magic trick? (5 Myths)
Large account sales success is 90% process and 10% MAGIC… I spend so much time preaching and teaching “process” that I don’t spend much time […]
Executive Sponsorship Redux (Part 2)
Here’s the final round of how you can get someone to spend their political capital for your purposes. Make it important to them. Big P.C. […]
