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What makes someone an effective presenter? Why do some salespeople seem to effortlessly captivate their buyers, while others struggle just to keep them awake? What an ocean of research has identified is that the way something is presented shapes how it will be perceived and whether it not it will be acted on. In other ... Read Post
In any meeting with more than 2 people – you’ll find that there will be present both an ally and an antagonist. They come from opposing points of view to their own needs and certainly to your offering. But more – the antagonist really wants to be heard. He or she has a point of ... Read Post
Building anything well takes time, perseverance, detailed planning and trials. It doesn’t happen overnight. As I discovered when I was researching the incredible Apollo program for my recent ebook Accomplishing the Impossible: Lessons from the Apollo Space Program, the Apollo program was built step-by-step, layer by layer. As you’re building something, you’re experimenting—not with the ... Read Post
Excelling and standing out in anything requires a game plan and relentless execution. In sales, I learned that these simple actions taken EVERY DAY boosted my sales performance and yielded amazing results. #1: Check your performance dashboard to see where you are year-to-date. Keep your targets in front of you and look at them constantly. Where are you ... Read Post
A prospective client’s digital presence can literally be the gateway to closing sales—if you know how channel your message correctly. In a world that is literally chockfull of means to market your product, what can you do to make sure you are capitalizing on every opportunity to close sales? First of all, you can’t be ... Read Post
The world of the future will be an even more demanding struggle against the limitations of our intelligence, not a comfortable hammock in which we can lie down to be waited upon by our robot slaves. ― Norbert Wiener, The Human Use Of Human Beings: Cybernetics And Society In researching my new ebook Achieving the ... Read Post
Adapt or die. We have seen this consequence play out for centuries. Now it’s time for sales to pay attention. Old school traditional sales has outlived its usefulness. It no longer works. If sales is to maintain relevance in today’s world, a transformation of the way it is practiced is required. Not just incremental change, ... Read Post
As a Sales Leader or Executive these 3 secrets will help propel your sales organization to the next level. In preparation to speak to an international association conference I had been making notes and clipping interesting ideas from a variety of sources, one of them was from Success magazine. One article was about a young ... Read Post
