The Student, Teacher and Storyteller
Customers are more sophisticated and have new expectations about the role of the sales professional and vendor partner.
5 Keys to Get a Better Return on Sales Training
The best sales organizations invest in creating a culture of continuous learning. But how do you know when you are getting a good return on...
Do Customers Respond To Your Email Pitch?
I recently received a long email pitch that included links to an online portfolio of work, website, blog and corresponding articles. Following his...
5 Keys To Convert A Warm Lead
How do you respond when a warm lead hits your email inbox?
The Trust Gap
This week I had the great privilege of working with AgStar Financial Services, one of the Twin Cities’ Top Places to Work (for 3 consecutive years)....
3 Questions to Ask After a Sales Engagement
You hang up the phone. You press “Send” on an email. You hop in a cab after a lunch meeting.
3 Questions to Help You Earn Commitment
If I had to name one of the most prominent reasons that professional salespeople miss performance targets, it would be this: they are unable to earn...
Why Everyone Ignores Your Email Sales Pitch
While cold calling might be dead, cold e-mailing isn’t. In fact, judging from my inbox it’s sharply on the rise. I know sales professionals that live...
Lawrence F. Flick IV: The Entrepreneurial Journey
I recently had the opportunity to spend the day with a very successful and inspiring entrepreneur, Lawrence F. Flick IV. The chairman and CEO of...
5 Keys to Counter a Slow Start in Sales Performance
Professional sales people understand the importance of getting off to a fast start to the fiscal year. Momentum matters. This is the last day of...
Learning To Compete Through Sibling Rivalry
It was still dark outside as we walked over the hill toward the football field. Just after 6:00 am last Friday on a brisk Texas morning. The plan had...
Improving Customer Service: The Art of Anticipation
Anticipation is the key ingredient to creating a remarkable customer experience. When a customer is met with the surprise and delight of having their...
43 Reasons to Buy What You’re Selling
I’ve talked about the sales and marketing of professional sports on this blog before. It’s a very competitive environment, where people have to blend...
Top 10 Posts of the Year
Thank you for your readership in 2012! During my year-end review I spent a little time reviewing the most popular posts published on the blog this...
Understanding the “How” Advantage
Did I help somebody today without expecting anything in return?