The Puppy Dog Close
Since I am fond of talking about why everyone ignores your email sales pitch, I’m occasionally on the receiving end of examples of awful cold pitches...
How Much Does an Appendectomy Cost?
My side hurt. Bad. I was doubled over in pain, waiting in the emergency room. After a brief exam and some X-rays, the diagnosis was in. My appendix...
Data-Driven Storytelling in Marketing & Sales
Tim Minahan is CMO at technology powerhouse Citrix. His role puts him directly at the intersection of the changing relationship between sales and...
The Overwhelmed Customer
“Busy is the new fine” and it’s having an impact on the way customers decide. Sure, customers have more information available to them than ever...
Dealstorming: Sales Genius Is a Team Sport
I laughed. I cried. I took 5 pages of notes. I was ready to change.
Show Me a Better Cold Pitch
The assault on my inbox continues.
Shame Doesn’t Close Sales
I’ve already told you why nobody is responding to your cold email pitch. I’ve also shared what has the potential to pay off.
The Art of Unconventional Networking
I rarely take 5:30 a.m. meetings. I never take 5:30 a.m. meetings in January in Minneapolis that start with a three-mile run outside. But Tuesday...
3 Keys to Leading a Next-Generation Sales Organization
“We have to do a much better job of attracting world-class talent. We need to get our talent up to speed and keep them engaged in our business. This...
How the Sacramento Kings Transformed Their Sales Strategy
Phil Horn found himself at a crossroads.
How to Stop Negotiating
Are you regularly negotiating with clients over price?
$3.15 an Hour
$3.15 an hour. I was a kitchen attendant at a full-service restaurant inside the theme park SeaWorld. Mama Rosa’s Italian restaurant was located...
Video: Be a Connector to Drive Referrals
In today’s economy, if you want more business, you have to earn it. I’ve shared ideas before for generating more referral sales. In the era of the...
Video: Customers Don’t Buy on Price
I ask myself two important questions every day:
Will Commissioned Salespeople Disappear?
“Today’s customer can easily research an entire marketplace in minutes….They don’t need someone to connect them with products anymore. What they do...