Commitment Phobia & The Sale
Fear of commitment is a problem. Especially if you are a sales professional.
Growth is a Team Sport
We all need help.
Keynotes vs. Keychains: Conference Sales Strategy
I have been attending industry trade events and conferences regularly for over a decade. I’ve attended as a vendor, keynote speaker, panelist,...
Flip Cam Experience Design & The Testimonial
If at the end of today you provided every customer a Flip-Cam and two minutes to talk about their experience doing business with your organization,...
Are You Going To Make Plan?
As we cruise toward the end of summer and typically take a few days of well deserved R&R or family time I always believed it was a good idea to check...
Free & The RFP
I get asked to work for free almost every week. Or at least consider working on the basis of trade with the offer of things like promotion, exposure,...
Conferences & Quality Lead Generation
I attend a lot of conferences. And while it’s been a while since I’ve done the traditional market your services in the exhibit hall ‘booth-duty’ I...
The Power of Testimonials
Testimonials matter. In sales where value propositions are next to identical and compelling differentiation is narrow or non-existent, proof of...
Selling to Human Resources
HR industry consultant and thought leader Mark Stelzner at Inflexion Advisors recently authored a fabulous blog post on ‘5 Ways to Torpedo Your Next...
Sales Recovery
Late last week I received a red alert phone call from the SVP of Business Development of a large tech. company on the East Coast. She had a real...
Perspective
Great relationships are resilient. They ebb and flow. Time passes. But the most meaningful one’s can quickly come back to center. I am lucky to have...
Opportunity is More Important than Pain
In professional sales the sellers are often taught to “find the pain”. Uncover where they are really hurting. Expose that. Spend time there. Dig into...
The Problem IS the COLD Call
I’ve enjoyed the pretty active discussion in the Sales Management Association Group on LinkedIn in response to the post, “I am facing the problem...