Seduce, Engage & Win Customers’ Hearts

“See ya’ later, Slater!”

“See ya’ later, Slater!”

Having just come back from the good ol' U.S. of A., I'm all caught up on local pop culture... and the latest of overnight sensations. Perfectly...

Continue Reading →
Team Selling?  “Pull and Load”

Team Selling? “Pull and Load”

One thing I enjoy about working with companies from different sectors is that it's a fertile source for my own learning. Sometimes a solution I...

Continue Reading →
Make a “Cold Call” Warmer – The Triggering Event

Make a “Cold Call” Warmer – The Triggering Event

Happiness is a Warm... Trigger. O.K., I'm dating myself, and revealing my wanna-be cult past.  The above is a play on a Beatles title, one of...

Continue Reading →
Bridge to Customer Needs

Bridge to Customer Needs

  The last conference speaker before lunch was fantastic. He was engaging as a presenter, he really knew his stuff, his material was...

Continue Reading →
FIFA: Mind The Gap!

FIFA: Mind The Gap!

FIFA has certainly had a rough week. The whole world took aim at football's governing body and owner of the World Cup property, as FIFA...

Continue Reading →
Entrepreneurs Understand Added Value. “Les Bleus” Don’t.

Entrepreneurs Understand Added Value. “Les Bleus” Don’t.

And now for the flavor of the month, la saveur du mois: French footballers at FIFA World Cup 2010.  What an easy target, right? I'll try not...

Continue Reading →
Guest Post: The Brilliant (and Poor) Salesperson

Guest Post: The Brilliant (and Poor) Salesperson

I'm delighted to have Alex Muehle as Guest Contributor this week.  Alex (pictured at right) has a good feel for the buyer-seller...

Continue Reading →
Welcome to “Selling in the Brave New World”

Welcome to “Selling in the Brave New World”

Wow!  What a ride it's been.  The near meltdown of the past 24 months, and the break-neck speed of the information age over the past...

Continue Reading →
Love ‘Em Like Diego.  (Sales Teams Need Love, Too)

Love ‘Em Like Diego. (Sales Teams Need Love, Too)

I rarely change my opinion of superstars from one day to the next. But yesterday it happened in a New York Minute... or maybe, in a Maradona...

Continue Reading →
Build Trust Early.  Agree “Rules of Engagement” Early!

Build Trust Early. Agree “Rules of Engagement” Early!

It's exciting to return from a first visit to a prospect that was hot-to-trot. It's frightening to see how many of these hot prospects fall into...

Continue Reading →