“The only people for me are the mad ones, the ones who are mad to live, mad to talk, mad to be saved, desirous of […]
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Resources To Help You
Handling the Bad News…
I recently received an email question from a reader- “What happens if you do not deliver as promised? Has that happened to you? If so, […]
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 […]
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 […]
Holiday Cards and Presents, Really?
I’m already late…I should have the database cleaned out for the Holiday Cards by now. We should have picked out the card, the greeting, scanned […]
For CEOs Only: Not Making The Sales Cut.
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 […]
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 […]
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 […]
Magic Tricks Revealed
“Congratulations, You’re My 11th Biggest Customer” What’s it like to be someone’s “11th Biggest Customer”? In the constant sales competition with bigger companies for bigger […]
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 […]