FREE BEER!
OK, this article is not about free beer. It’s about how the sales promise of free beer makes many of you feel. Sure, maybe the title was a bit misleading, but it was harmless. Sales promise It won’t happen again. And anyway, in retrospect, it could also be considered a strategic misfire because the excitement […]
Take Your Next Industry Conference by the Horns
Slides on improving your industry conference experience Here’s my latest educational Slideshare presentation: x.co/ConfTODO. It’s a more visual adaptation of my blog post here. I hope you enjoy it.
Understanding the Vast, Mad Power in the Science of Sales
The Science of Sales: Quick, what is the first word you think of when you see this one. If the word you thought of wasn’t persuasion, keep reading. The Science of Sales Virtually every business requires that some sort of goods or services are exchanged for some sort of payment. Clear enough. The critical and […]
“Damn Salespeople” Redux on Slideshare
I received a great deal of positive feedback on my recent blog post “Damn Salespeople Don’t Know What the !&^%$#@! They’re Doing!” If you read it, you are aware that it is a tongue-in-cheek but serious argument that more often than not, it is not the salespeople that are the problem. Check it out on […]
Damn Salespeople Don’t Know What the !&^%$#@! They’re Doing!
Damn Salespeople Don’t Know What the!&^%$#@! They’re Doing! That could very well be true. Yet in the course of working with companies seeking to improve their sales and sales team performance, I have observed a disturbing and far-too-common behavior within what I will call the sales culture of these companies: Poor sales are often the […]
The “Sales people, stop doing this!” LinkedIn Meme I Posted Strikes a Nerve
It is hard not to find the response to the meme I posted to LinkedIn a few days ago, and featured above, telling — and interesting. The Meme You accept an invitation with the best of intentions, and a few minutes later you get a canned, CRM-generated, or blatant cut-and-paste sales email offering you a […]
Excel at Your Next Industry Conference
This is How. There is something about industry conferences and trade shows that seems to distract, if not destabilize, many people. Perhaps it’s the communal vortex of like-purpose that overwhelms the system. After all, most of us are out presenting, pitching, selling, and talking about what it is we do to people who don’t. At […]
A Cool Tool for Connecting Time
If you’ve spent any time at all reading what I write here, you will be aware of my love affair with the word “connector.” I go on about it quite a bit, like in my blog posts NETWORKING ON STEROIDS: CONNECT WITH A CONNECTOR, and PROFESSION PROFILE: REAL ESTATE and then there’s IT’S NOT ONLY […]
The Need for Business Algorithms
A while back, I published a small post on business algorithms. I have been receiving some feedback on the subject, and several people have asked me to elaborate. This will likely be more than one article here since those who reached out are from various professions and industries. And, there is not just one algorithm […]
The ABCs of Due Diligence for CRMs
For businesses of a certain size, a Customer Relationship Management (CRM) system of some kind is necessary. As businesspeople of almost any type, we have been on the receiving end of one. Customer Relationship Management (CRM) is the incorporation and organization of data, content, scheduling, and other information into a software system that then allows […]