In the old days, to describe someone with sales skills people would say things like “He could sell ice to an eskimo.” That phrase was used to describe sales acumen, especially overcoming objections. But selling has changed. You would never sell ice to an eskimo. He doesn’t ...
During the Cold War, the United States and the Soviet Union both built massive nuclear arsenals. Both built nuclear ...
I asked the gentleman walking by, “Are you the manager?” He replied in the affirmative.
Value is the killer app in sales. Without it, you are relegated to competing on price. Here’s why your sales force is ...
If price isn’t your business model, if it’s not your value proposition, then you’re not competing on price. If you have ...
It’s a wonderful thing to be part of a good sales organization, but what does it look like to be part of a world class sales ...
Here are five lies about sales and selling. Don’t believe them.
Sometimes you need to give your dream client proof that you’re the right partner. They challenges you with a concern, and ...
Parts of the Southwestern United States are very dry, very arid regions. In the past, the Native American tribes that lived ...
The vignette that follows is true. Only the names of been changed to protect the guilty.
You don’t want no pain; you want to know pain. Most of the reason people don’t produce the results they want is because they ...
A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are ...
Dr. Bob Wright has spent most of his life studying what it takes for human beings to transform themselves. I ask Bob about ...
A business owner sells a product. A new salesperson shows up and teaches the business owner that by changing some of the ...
The first level of leadership is managing. As a manager, you provide your people with answers. You create dependents. When ...
You win a new client when you create new value for them. You help them solve some existing problem, creating more value ...
No one wants a PowerPoint presentation. No one wants to watch or listen to you speak to 100 slides in your slide deck. No ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
You know how you are sometimes driving down the road and you run a little bit off course? Rumble strips are those lines ...
A few weeks ago I gave the opening keynote at the Ohio Growth Summit. Michael Bowers, the program director of the Small ...
The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and ...
