I spent my weekend at the SOBCon conference in Chicago, so I am woefully behind on my reading of the first book from The Sales Blog Book Club, Trust-based Selling by Charles Green. I couldn’t be happier with the choice of book. For a long time, I have kept a list of required … [Read more...]

Seven days ago I came across a video on Tom Peters website. The video was called Out Read Your Competition, and I interrupted my 28 Articles series to put a quick post up before it was taken down. The following are three reasons you must read, and five ideas about … [Read more...]

SPIN Selling by Neil Rackham. This is my first choice for every B2B Sales Rep's nightstand. First of all, much is made of closing sales. But as sales grow larger and more complex, closing strategies are not effective in and of themselves. Rackham lays out a model for … [Read more...]

My good friend Lewis Howes just published the book on using LinkedIn to generate business. The book is called LinkedWorking. Lewis is the consultant I used when setting up my profile. He knows every trick in the book to increase the size and quality of your network, to increase … [Read more...]

The money quote here sold me on the book, Outsmart: Darwin has a lot to teach. As he might put it, business breed beyond available customers; companies with successful strategies have a better chance of survival; and successful enterprises force out weaker ones, creating whole … [Read more...]

I have long been a fan and proponent of Brad Smart's Topgrading approach to hiring. Whether or not you achieve the 90% A-Players of which some adherents boast, it is a thoughtful and effective approach and it helps eliminate haphazard hiring practices. Brad Smart has joined with … [Read more...]