After years of building up a name in this field, there is one question I get asked over and over again. It’s a question I […]
The Big Question in Selling: How will 2022 be different from 2021?
Dear Friends, The big question in selling for me has been: How will 2022 be different from 2021? I have spent a lot of time […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
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 […]
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: 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: Momentum Trumps
I have heard that “culture trumps strategy every day.” I would tell you that momentum trumps all- including in landing large accounts. Athletes can feel […]
Weekly Insider Tip: 5 Sales Clichés That Are Dead
INSIDER TIP OF THE WEEK As sales people, the following ideas have been fed to us as truths all of our lives. Maybe they were, but […]
Weekly Insider Tip: It’s Always About Relationships, Just Never Only About Relationships
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]
3 Sales Techniques that Has Both Sides Winning
There is an old adage in sales that says ‘’the person asking the questions controls the meeting.’’ You want to be sure that you are […]
Sales Champions Work Like Magic
Read my CBS MoneyWatch blog “Sales Champions Work Like Magic“