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People don’t respond as well to data as they do to stories, it’s been shown. Take powerful data, put it into a story that creates an emotional response, and you’ll find that it has much more impact. That’s why companies prefer to have their products actually be part of the storyline in successful TV shows–going ... Read Post
Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of revenue for your company? Consider the following consequences of a re-active approach: Leaving money on the table due to lack of strategic account planning that is proven to lead to ... Read Post
Earlier in my sales career, I was asked to set up some high level appointments at Turner Broadcast Systems. But back then, we didn’t have social media or a bevvy of tools to assist me in getting in the back door. I had to try and get to the person’s executive assistant, or know someone ... Read Post
Momentum is a vitally important part of sales management. What could be slowing your sales team down to a dead crawl? Read Post
Examining how the American War of Independence managed to evolve a the very stable, powerful nation--and how this relates to a company. Read Post
The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ... Read Post
For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the business world. In one textbook ... Read Post
Would you like to have more customers, web visitors opting in, and more “Buy Now” button clicks? If so, do like Hollywood–use stories to sell products and services. You don’t have to think long about it for it to make sense. You’ve probably sat through more than one meeting featuring a chart-and-graph PowerPoint presentation…during which ... Read Post
