Twice in two days, I have been approached about the automation and disintermediation of salespeople.
First, an email exchange with Dave Brock, who expressed his concern about quantification without any reference to qualitative measurements.…Continue Reading
The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.
The recipe begins with Hard Work. It takes much more Hard Work than most people are willing to provide to…Continue Reading
NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…Continue Reading
There is a reason no one wants to see your demo. It’s boring. It’s a monologue. It’s an agenda that doesn’t include your client and their needs.
- Where you start: If you start with what you believe to be most important, you are making that…
When I asked the salesperson what he wanted in his next sales job, he wasted no time sharing his list. The list he shared betrayed his beliefs about sales, and, for me anyway, made him unhirable.
“I want to sell the best product in the…Continue Reading
The salespeople that you are unhappy with now made President’s Club last year. Up until recently—very recently—they were doing what was required and expected of them. For years, what they are doing now was the right thing to do, and no one…Continue Reading