We live in a world of constant distraction, driven by our Fear Of Missing Out. We can’t bear being separated from our devices, constantly diverting our attention to their vibrations, beeps, and alerts. We spend more time looking at the small screen than we do looking at the world around us. We spend endless time […]
Our FOMO Causes Us To…… Read More »
“Failing to prepare is preparing to fail.” These sage words from John Robert Wooden, who won 620 games in 27 seasons as the legendary men’s head basketball coach of the University of California, Los Angeles (UCLA). I know, I am dating myself. So, what does this “Woodenism” (famous insightful quotes from the “Wizard of Westwood”)
Your Game Plan to Repeatable High Growth Read More »
Most of us have relied on a maps app on our phones to help us navigate a new city or find a new destination. We trust it to show us where we are and to tell us what we need to do next — “In 1.5 miles, prepare to turn right,” it might say. A
How to Build a Sales Pipeline (And Why You Should) Read More »
I suppose I’m being naive. I had always thought “social platforms,” were a way that we could connect and engage with each other. While they wouldn’t replace face to face and personal connections, they might expand our relationships. They would enable us to expand our relationships–though they wouldn’t be close, with people we might not
Who Am I Talking To? Read More »
The relationships we establish, in business, are very complex and constantly changing. We have relationships with colleagues. At some point, we or colleagues may choose to go work someplace else–even our competition. We don’t, at least I haven’t, stopped those relationships. Most of the time, there is intense competition–I want to beat them, just as
The New World of Co-Opetition Read More »
James Muir published an outstanding post, “Is it ok to manipulate clients for their own good?” It’s a must read. Basically, James describes a conversation with a sales person who feels it’s OK to manipulate and pressure a customer because that sales person knows how happy the customer will be with the solution. Most of
“Is It OK To Manipulate For Good Purposes?” Read More »
I want to share a story with you all that I think will feel all too familiar. I was browsing for a mobile phone last week in a small store full of new models and devices. The salesman, a guy with a big smile on his face and a bright red shirt, approached me and
How to Stop Selling and Start Serving Read More »
In the movie Wall Street, there is a scene where Hal Holbrook’s character tells Charlie Sheen’s character, “There comes a time in every man’s life when a man looks in the abyss, there’s nothing staring back at him. At that moment, man finds his character. And that is what keeps him out of the abyss.”
How Do You Overcome Sales Objections To Close More Deals Read More »
The final interview is complete and your candidate shortlist is ready to go. It’s now time to choose the person you think is the best fit for your open sales position, and it’s not a decision to take lightly. The stakes are high: Selecting a bad candidate can run between 30% to 150% of their
Make the Right Hiring Decision Read More »
As a kid learning to play basketball, my coach never focused on the importance of the approach to the layup but, rather, the follow-through. A great scorer in basketball, the kind on display every night right now in the NBA playoffs, knows that how you finish your shot makes all the difference in the world
The Secrets of Great Sales Follow-Through Read More »
