INSIDER TIP OF THE WEEK What if I told you that there are no villains, idiots or jerks in the world? (First, I’d be lying, […]
Weekly Insider Tip: Prospecting Senior Executives Is Easier Than Ever
INSIDER TIP OF THE WEEK Every time I ask the question if prospecting senior decision-makers is easier or harder than it used to be, there […]
Weekly Insider Tip: It’s Always About Relationships, Just Never Only About Relationships
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]
Weekly Insider Tip: Add SALT to Tough Pitches
INSIDER TIP OF THE WEEK A client of mine was looking for a pep-talk for a series of upcoming Hollywood pitches. These are the TV/Movie style […]
Remaking Your Brand: Playboy Style
Hugh Hefner’s brainchild, Playboy, is out to reinvent itself. Will less smut mean more money-making deals? Scott Flanders, 55, is the first CEO outside of […]
BlackBerry Called. They Want Their Mojo Back.
There was a time we were so addicted we used to call them Crackberrys. Before the iPhone arrived on the scene in 2007, the first […]
You and Hooters May Have the Same Problem
Getting your prospect to say “If it were me…” might be the best path to removing a stigma that is holding up your deal. When […]
Sales Dog Teaches New Barter Tricks
“Bartering has been around since the dawn of human existence,” says Michael Dalton Johnson. “It’s a smart and easy way to get what you need […]
How to Hunt Elephant Deals Like Buffett
How long does it take to pitch a $26.5 billion deal? About a day, if you are ready. If Warren Buffett decides to strike, he […]
When You Need to Land A Dream Deal
The 787 Dreamliner is the biggest innovation in commercial aviation since the Boeing 707 introduced the world to passenger jet travel more than 50 years […]
ESPN Political Football for Cable Deals
The latest political football: who will pay the price for ESPN’s new sports deal? In September Walt Disney’s ESPN sports network won the deal to […]
Doing a Deal in Hollywood Takes More Than Movie Magic
Jason Segel was an unlikely candidate to make the deal to reboot The Muppet franchise. Segel, star of the TV show “How I Met Your […]