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There are lots of great reasons to use humor in your sales pitch. A funny story, joke, quote, or prop can engage your prospect, add welcome lightness to a heavy subject, and increase audience recall. Yup, humor can be a great….when it works. And when it doesn’t? Few things will suck the confidence out of ... Read Post
What happens when one of the big accounts we’ve come to count on for sales becomes a variable client that we can no longer count on? Read Post
When I was researching the book Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I had the opportunity to interviews CEOs, leaders and business owners about their cutting edge and innovative strategies to attract, retain and fully engage top talent. You would have to be living under a rock these days not ... Read Post
A couple of weeks ago, I happened across an interesting Forbes article that referenced LinkedIn. I happen to be a LinkedIn power user, so I thought I’d add my personal thoughts. The article read, in part: Very few people will ever see your resume, but millions of people can see your LinkedIn profile right now! ... Read Post
Opportunity cost is the investment your company must make to achieve a sale, and it has a bearing on every company activity associated with a sales cycle. It is applicable equally on the higher level of entrepreneurship as well as at the level of the sales force—which of course includes sales reps and sales management. ... Read Post
Exceptional salespeople recognize that they have dependencies and that their success depends on the performance of others in the delivery chain, particularly customer service. But in my experience engaging the frontline service team as a regular source of customer and market information doesn’t occur often enough and is not seen as a particularly high sales ... Read Post
We have probably all been called various nicknames throughout our lives. I’ve certainly had plenty myself. At five years old my hair was extremely short, and my Dad nicknamed me “bur head.” If it came from my Dad, I was okay with it. In high school I was called “Broadway.” In college I was known ... Read Post
In recent years, I’ve heard many variations on this theme: “I won’t tolerate this anymore! I’m fed up!” People simply don’t want to be sold to. We’ve all had enough of unwanted phone calls, both at home and at work. We’re tired of slogging through unsolicited emails. We really wish we’d see the end of ... Read Post
