By Tim Searcy Ahh meetings—those wonderful illusions of productivity, collaboration and focus. Meetings are the standard reaction to sales management crisis just as running an […]
Why are you doing this?
It probably seems a little confrontational when I ask a prospect the simple question of “Why are you doing this?”, but really it’s just a […]
Part II: The Many Reasons Deals Get “Stuck” (Sometimes it’s our fault!)
My last post dealt with the “Problem” problems that cause deals to get stuck. There were quite a few. As I promised in that post, […]
The Many Reasons that Deals Get “Stuck”
In our business, more than half of our deal coaching work focuses on “unsticking” deals, and believe me, it’s exactly how it sounds. Sometimes a […]
Who Knew? LinkedIn Is An Amazing Lead Generation Tool
By G. Going When I asked Tom if he thought his audience would benefit from an article on b-to-b lead generation, his answer was an […]
“Everyone Wants To Go To Heaven…”
By Tim Searcy “. . . but nobody wants to die.” Or, so the saying goes. This is so true for all management change. I’ve […]
Tweeting my #@$!! Off: 7 Tips for Using Twitter to Make Money
When I was first exposed to Twitter, I was not just negative, I was militant. The idea that a 140-character message was an effective form […]
Social Media and B2B Selling: Survey Says…
With the help of the TAS Group, Dave Stein and his company ES Research Group just completed a very interesting study–“The New Social Media: Do […]
The Horror of Silence (and Satisfaction of Comedy)
(Sing ‘Happy Birthday’ to your prospect on the phone. Yes, really.) In most horror films, at some point two people are in a scary place […]
Splashing the Vessel
Splashing the Vessel: v. An underused euphemism for the first stage of preparation in any situation. The Inuit washed their boat, or umiak*, with fresh […]
Fighting for the Undecided Voter
In the past few years, during elections candidates have spent millions of dollars getting their persuasive message out to the public in the hopes of being […]