We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
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Resources To Help You
8 “Ones” that Might Change Your Life in 2015
It is traditional at this time of the year to declare your goals and resolutions. I usually do this exercise like many other people. I […]
Movie Quotes, Half-Stories and other Presentation Problems
I love movie quotes. They help connect people through a shared experience, even though the movie was watched separately. Magic. Except…when you use the movie […]
The Power of a Sales Bucket List
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
Selling the Invisible
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Holiday Gifts to Customers and Prospects
John Ruhlin from the Ruhlin Group is my gift-giving-guru, and here are a couple of his tips for what to give for the holidays: 5 […]
Keep Your Team from Deadly Meeting Mistakes
When you take people to meetings, magic or mayhem can happen. I’ve seen both and the magic is worth the risk if you can control […]
Are You In a Power Position with Clients?
There is a simple test to understand your relevant power position as a trusted adviser with your clients. Ask yourself these questions: Do they call […]
Weekly Tip: Selling – A License to Hunt
Many of the companies with whom we consult are in a two-step sales process. They first have to sell a governing body such as a […]
Weekly Tip: Getting More Out of Subject Matter Experts in the Presentation
Do I take John from I.T., or not? A variation on this question will be asked thousands of times today by sales leaders as […]
Weekly Tip: Lose early; you’ll be glad you did.
We say NO to a lot of business and our goal is to say no early. I like clean pipelines – but don’t get me […]
Weekly Tip: Swagger is a mix of positive expectation and objective indifference
I really like swagger when I see it. Moms parenting their kids, plumbers explaining a problem, surgeons presenting options, and of course, sales people in […]