Opening your email and voicemail the first thing every day, is liking putting on a straitjacket and spending the first few hours of every day […]
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 […]
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 […]
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 […]
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: 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 […]
7 Expert Tips for Better Conversations
When you mention the qualities you look for in great salespeople, it’s nearly a given that the gift of gab is near the top of […]
4 Unexpected (and Easy) Ways to Build Resilience
Recently I spoke with author and sports psychology coach Dr. Rob Bell. In Bell’s new book, The Hinge: The Importance of Mental Toughness, he gathers stories […]
4 Ways to Manage Slippery Customers and Be Sticky
Nothing is more frustrating in this competitive, hyper-commoditized world in which we live as businesses than working with a customer and believing you have developed […]
How to Read Any Business Book In an Hour or Less
I want to teach you a system for rapidy reading business books. It’s something that has helped me a lot over the course of my […]
