In spite of the headline above, I really do respect Christiane Amanpour. Kind of. She's hard-working. Driven. Focused. And she's always...
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Storytelling By Email: 9 Best Practices
In the Brave New World, we're all fighting for share of voice, as well as impact. Email is no exception. One way to cut through the clutter...
Continue Reading →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,...
Continue Reading →Speed of Response: 2 Considerations When Providing a Quote
I was part of a discussion on "The Wealthy Freelancer" yesterday in which several salespeople were discussing how quickly you should turn around a...
Continue Reading →Turn It Off, or Turn The Buyer Off!
This seems like a no-brainer, but it happens. It really happens. Every day, thousands of times! Salespeople who take phone calls, read...
Continue Reading →Prospecting: Are You Promiscuous Enough?
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 →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...
Continue Reading →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...
Continue Reading →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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