It happens every day, especially before Christmas. Customers stand in line waiting to pay, as the cashier...
Continue Reading →Category : Sales Process
Hangin’ Out With Chris Brogan and The Social Media Crowd
I just returned from the best conference I've been to in a long time, Next Generation Marketing in Berlin. I learned a lot and hung out with...
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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...
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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...
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Leadership: Get Over It, and Get On With It
It's amazing how much air time the topic of leadership gets. I'll bet there are more business books dedicated to leadership than anything...
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The “Haves” vs The “Have Hads” – Keeping Your Edge
One of the clear messages coming out of "Riding the Economic Rollercoaster" hosted by the British Swiss Chamber of Commerce this week in Zurich,...
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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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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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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...
Continue Reading →Scoring Big in Sales
Oh, no, not another sports analogy. At an expat networking event the other evening, I had an interesting chat with the Chief Commercial Officer of...
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