2013 was a year of change for many businesses and industries. To take a look back, I wanted to provide you with my top 5 […]
Weekly Tip: Death to Soul-Sucking Oxygen Vampires
The devil doesn’t need an advocate. People who act like they are bringing value to a conversation by adding only the negative without an alternative […]
Weekly Tip: Crisis Trumps Everything
It seems that without a crisis, there is little real motivation to change. Decision-makers are often only moving when the fire is hot and they […]
Weekly Tip: Take Your Own Advice
In your life, you are an active and regular adviser to other people. Those people could be family, friends, co-workers, your boss or acquaintances. It’s […]
Weekly Tip: 5-Minute Sales Strategy
Wing it…that’s the dominant approach that I see with teams when they are going to a meeting, writing a proposal or presentation. Oh, there’s discussion, […]
Weekly Tip: Come Out of the Corner Swinging
I just read a 35 slide deck presentation where the list of reasons the prospect should choose the presenters was buried at slide 34. This […]
Weekly Tip: 5 Questions to Score Yourself As a Salesperson
This is not a survey of your skills, because if you are a great salesperson the real person that matters is your prospect or client. […]
Weekly Tip: Why Relationships Don’t Matter in Sales
“Sales is always about relationships, it’s just never only about relationships….” I’ve probably said that statement 1000 times. It’s only true, however, if you use […]
Weekly Tip: Trend Spotting
Part of your job in helping customers is to be their source of reconnaissance in the marketplace. Customers need more than just your products…they need […]
Weekly Tip: 4th Quarter Sprint
We are in the third week of October…What’s that leave for the remainder of the year? Pluck the holiday weeks out and you have… AT […]
Weekly Tip: Make Your Own Horror Film
If you are like me, you communicate for a living. Maybe by email, letter, presentation, phone call or speech…the method varies, but what you do […]
Weekly Tip: Email Illiteracy
You probably answer questions when you are on the phone with prospects or clients that you have clearly already answered in an email. Have you […]