Let’s be honest. At least a third of your sales people probably need to go… now. Why are you holding on to them? Are you […]
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Check out this week’s blog on BNet – 3 Jedi Mind Tricks For Your Next Presentation
Go to CBS’s BNet for my latest blog post. Love to get your feedback! Thanks for reading!
When It’s Time To Break Out the Big Guns to Make The Sale
I was gambling in Havana I took a little risk Send lawyers, guns and money Dad, get me out of this – from “Lawyers, Guns […]
6 Ways To Win A Big Sales Presentation
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 […]
Masters of the Consulting Universe
I was recently interviewed for a very interesting book, “The Masters of Consulting Interviews: 9 Interviews with the World’s Leading Consultants.” There are a lot […]
Pitch Anything
I read a lot of books in my line of work, but as you may have noticed, I recommend hardly any. However, the best book […]
How do Quota-Crushing Sales Teams Land Their Biggest Deals?
Sales superstars aren’t luckier or smarter than you. Instead, they have a system that allows them to win bigger deals more often with bigger companies, […]
Finding Out Who the Enemy Is
Strategy is often directly influenced by whom the enemy is. Pricing is influenced, of course. Also, your approach to the deal is impacted, as well […]
Managing the Meeting Monopolizer
Why is it that the least important person in a presentation can hijack the entire meeting? You have been in these sessions when you are […]
Business Communication for the Digitally Paranoid
I just read a great article on business communication in the April 25- May 1 edition of “Bloomberg Businessweek” titled “The Goldman Rules.” The article […]