The following is not a true story, even though it may resemble stories you have you heard. No names will be used, to protect the guilty (and the highly sensitive).
A kid decides to open a lemonade stand. He sets up shop at a busy corner, and he…
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You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be separated. The reason? Sales quickly exposes any weaknesses and rewards the attributes, beliefs, and behaviors that lead to…
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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business.
Dave Brock is known for helping sales organizations improve their…
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Stop trying to sell product and start focusing on how you help your client with business outcomes.
Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to…
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The heart of growing your revenue is opportunity acquisition. More opportunities equals more sales (provided you win at the same rate and the average deal size is the same). But some sales organizations (and some salespeople) fail to acquire…
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From time to time I hear from entrepreneurs who want to grow their revenue without investing in a sales force. Some want to put no money at risk, but they want the results that only come from real investments. They want to be cheap for different…
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It doesn’t matter what your entrepreneurial endeavor is, your primary job at the beginning of your adventure is client acquisition, i.e. SELLING. You started your business because you recognized a need in…
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