Social Is One to Many

alt text image of a lock surrounded by keys

Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community or marketing can be traced back to 1999, and I offer the best of all evidence, … [Read more...]

The Lenses Through Which I View People

alt text image of a camera lens

There are a lot of lenses through which you can view things. Your sales process is a conceptual framework from which to view sales. The methodologies that you use are also lenses on how to think about certain ideas. I study human achievement, success, and psychology, believing … [Read more...]

Leads Don’t Hatch Themselves

alt text image of a hatchling

The dealership’s website told me to request more information about the automobile I was viewing by providing my name, email address, and phone number. It had two buttons I could choose from to indicate whether I preferred to be contacted by telephone or email. In a move that is … [Read more...]

The Leadership Playbook: Leaders Don’t Have Off Days

alt text image a positive woman leader

It’s funny that people criticize the President for taking vacations (Bush) or playing golf (Obama). Do you think the President of the United States is ever really “off?” His day still starts with CIA and NSA briefings and threat assessments of the three or four hundred things … [Read more...]

The Hustler’s Playbook: Hustlers Control Their State

The Hustler's Playbook: Hustlers Control Their State

The hustler exercises control over their attitude. They control their mental state, ensuring that they are in the right frame of mind to produce the results they need (at work or at play). The hustler is optimistic and empowered. The hustler chooses their attitude; they don’t … [Read more...]

Episode 40 – Changing the Sales Conversation with Linda Richardson

I don’t know Linda Richardson well, but she’s been a great mentor to me. She was one of the first people to teach consultative selling, and she built an enormous training company by practicing what she taught. She literally helped build generations of salespeople. I asked Linda … [Read more...]

Never Stop Prospecting. Ever.

alt text image of a stop sign with the "don't" slash through it

I recently started running again. It's incredibly difficult to start running when you haven't run in a long time. You don't have the stamina, and your body hurts from the stress, especially your joints. And your form is poor, so you're expending way too much energy for the actual … [Read more...]

The Disruptive Age Doesn’t Care About You

alt text image of a polar bear

The Disruptive Age doesn’t care about you or your problems. The social, economic, political, cultural, and scientific factors impacting your business don’t care about your business model. They don’t care about your pricing model either. All of the events taking place in the … [Read more...]

A True Story About Arm’s Length Decision-Making

alt text image of an hourglass on a wharf

Salespeople often get a bad rap, sometimes deservedly so. But some purchasing managers can hang with the worst of them. All the following events are true. The salesperson's business is predominantly driven by RFPs and a process that is normally run by brokers. When this isn’t … [Read more...]

How to Get Leverage

alt text image of a hammer being used to remove a nail

A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them. I also wrote … [Read more...]