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The other day I was meeting with a friend. He's VP of Sales for a reasonably sized company. When I walked into his office, he was clearly frustrated. I asked him what was wrong, he almost leapt at me, "Those guys in corporate want another update on the forecast!, it's the second time they've as Read More
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References were a very strong part of his pitch. What he didn't know--because he had apparently not done his homework and because he never asked, was that most of his references had a very negative impact on me. He dropped names of people and organizations that I have little respect for. The more h Read More
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We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More
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First off, its key for small businesses to understand that they are “price takers“, not “price makers”. At the end of the day, the consumers are the final decision makers with regards whether or not a product is worth purchasing at any given price. Businesses must make educated decisions based on a Read More
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If you thought you knew it all about LinkedIn, think again. Here’s a webinar chock full of unpublished LinkedIn secrets. Find out what you’re missing. Read More
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Companies pursue different strategies to create a competitive advantage. Each require something different of the sales force. Read More
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Typically every jurisdiction have regulations to govern how companies can conduct business. Want to see how you can use regulations to help drum up sales? Read More
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A dilemma many hiring managers face is what to hire for an involved sale, a product person, or someone that can sell but has little product knowledge. In the video I discuss which I feel is easier to train and makes for a faster pay off. Read More
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I know. You’re just happy I didn’t say “bus.” Between the obnoxiously overused “threw him under the bus” and Good to Great’s most famous “getting the right people in the right seats on the bus,” it’s safe to say we’re Read More
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Consulting doesn’t mean either being impartial or not selling. And here, finally, is the crux of my argument . . . Read More
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