Some of my closer colleagues emailed me with comments to my previous post, "Are You Too Promiscuous?" (Come on, folks, help me out. Why not...
Continue Reading →March, 2010
Prospecting: Are You Too Promiscuous?
I used to work along side a salesman who used the "spray and pray" approach to prospecting. He would get lists of companies, call the...
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Customer-Focus Means “Conversations, Not Pitches”
I regularly check out the blog of my Fellow Toastmaster and public speaker extraordinaire, John Zimmer. If you haven't checked it out, you...
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RFP’s: Really Forgotten Proposals – Avoid The Trap
A few months ago, I was working with a corporate client whose sales team's conversion rate was not as high as management desired. We isolated...
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A Mission Statement That Doesn’t Suck
I got this in my e-post today from Fast Company, and it's bang-on. It's written by Dan Heath, co-author of "Made to Stick." This is yet another...
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Sales and the Zen of Ice Hockey – The Fundamentals
Did you see the Canada-USA Olympic Ice Hockey Final? Wow! As in hockey, sales is all about the fundamentals. What an awesome game, no matter...
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