Kevin Costner’s character Crash Davis in the movie Bull Durham was asked, “Just what do you believe in?” Have you ever written that out for […]
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 […]
Five Sales Ideas to Start (or Continue) in 2011
Out with the old and in with the new for 2011. This means in the world of sales that you should take a run at […]
Sales Planning – Blackjack Style
Entrepreneurs are gamblers whether or not they ever step into a casino. My namesake grandfather, Tom Searcy, was a professional gambler up until my grandmother made […]
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 […]
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 […]
Great Sales Management Isn’t Pretty
When I was a kid, my dad would take each of the kids for one week each summer on the road with him as he […]
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. […]
Executive Sponsorship Redux
It wasn’t enough. The last time I wrote about Executive Sponsorship, people loved it but wanted more. How to get more sponsorship, earlier sponsorship and […]
“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 […]
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 […]
The Trigger Map Strategy
“If we get Microsoft, (replace Microsoft with your favorite iconic brand name), then it is going to be a lot easier to get other big […]