The Sales Blog
You want exponential growth. You want a curve that bends sharply upwards. It’s easy to be tempted into believing that the next big idea to come along, the next shiny object, will be what finally unleashes the potential within you (or your sales organization). But, as painful … [Read more...]
The military strategist Clausewitz described the fog of war as friction. For Clausewitz, war was different in practice than on paper. You can have a strategy, a plan, and well-rehearsed tactics, but as soon as you come into contact with the enemy, there are so many variables that … [Read more...]
A few years ago, I spoke to a big sales organization. Their leadership team was brilliant. They were all on message, and the message was powerful. But it fell flat with the sales force. I wasn’t sure why it didn’t inspire them. For some reason it just didn’t … [Read more...]
John writes: I am a landscape designer/landscape contractor. I just took a call from a client about a drafting a landscape design. They said they had also contacted one of my competitors and I really wanted to say, “Oh, they’re great at mowing lawns. However, they … [Read more...]
Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]
There’s a lot of confusion about what a cold call is and what a cold call is not. Whenever I write about cold calling I get emails and comments from people who insist the cold calling is dead. A few days ago I even had Jeffrey Gitomer comment to that effect on this post. But I … [Read more...]
Price and Value If you sell something with a price of X, your customer won’t buy it if they perceive what you sell to be worth X. They have to believe it is worth more to them than X. It must be worth X+. (That + is the value) Here is a simple example. If you buy a book on … [Read more...]
Michael Port is a New York Times best selling author, a speaker, and an entrepreneur. I had a chance to spend some time with Michael at Chris Brogan’s ImpactNext event in New York City, and I asked him to step In the Arena to talk about the Red Velvet Rope Policy, the hero … [Read more...]
The human brain is really made up of three brains. The oldest part of the brain (from an evolutionary perspective) is the archipallium, or reptile brain. It includes the brain stem, and the cerebellum. This part of your brain is responsible for all of the automatic functions of … [Read more...]
Leaving A Trail of Negativity Behind You
You’re entitled to your opinions. It’s okay that you have strong political leanings in some direction. You might even believe that it’s your duty and responsibility to share your opinions with the rest of us. But you might do well to consider whether social media is the … [Read more...]