Recently I was interviewed by Paul Diamond from the Vistage organization. We discussed the vast array of social media sites for salespeople and the fact […]
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Resources To Help You
Managing New Scouts
I recently sent this email to the head of sales for a company with whom we did our Accelerator 1.0 program. He is a new […]
When Yes Means Something Else
“We’re getting commitments, but we’re not getting orders…” “Some of the biggest companies out there are our customers, we just aren’t getting the volume…” “The […]
The Trigger Map Strategy
“If we get Microsoft, (replace Microsoft with your favorite iconic brand name), then it is going to be a lot easier to get other big […]
The Truth About Christmas Letters and PowerPoints
Yes, it’s January, but the PowerPoints I’ve been going through in the last eight weeks have me flashing back to the Christmas letters I was […]
Introducing: My Best Blogs
Hi All, Just a quick housekeeping item for you: I’ve introduced the “My Best Blogs” archive. Reason being, I constantly find myself having to dig […]
The Executive Sponsor Agreement
For years, I have used a technique of securing an “Executive Sponsor” early in a sales process as a way to gauge true interest as […]
RFPs Suck! goes international. And paperback!
By now you may or may not have purchased my new book, RFPs Suck! If you haven’t, you can purchase it here. It’s now in […]
Brando Don’t Audition
I posted this blog some time ago, but in the past several weeks I have directed so many people to it that I thought it […]
RFPs Suck: Take his word for it
Ian Lurie of Conversation Marketing had a look at RFPs Suck! and decided the topic was worth an interview on his site. Call me […]
SALES CHALLENGE: What Happened Next
I liked your “Sales Challenge” answers so much that I am going to make “Sales Challenge” a regular part of this blog in the future. […]
Sales Challenge: What would you do?
I recently went on a pitch with a client’s hunt team. We were supposed to be pitching to the first in command, but he was […]
