Sales

Are You Breaking this Social Selling Rule?

Are You Breaking this Social Selling Rule?

If you are, stop it now!

Most of the sales messages that I see or receive are overly “me” centric and are focused on what companies and their sales people want to sell versus actually caring about what buyers want and need.   Read more ›

3 Questions To Ask Yourself Every Business Day

3 Questions To Ask Yourself Every Business Day

If you are a fan of professional football and you watch the game on television, you’ve probably seen this: The player scores a touchdown in the end zone and starts dancing all around. The player starts showing off as if he’s never made a touchdown before and lets the emotion of the event go to his head. Instead of acting like scoring touchdowns is just what he and his team does, he acts like it’s an extraordinary event instead of it being just another day of playing great football.   Read more ›

Is Your Network Nimble?

Is Your Network Nimble?

When I first began my professional career in sales, my first sales network was captured in a Rolodex. For those salespeople too young to know what a Rolodex is – basically it is cards on a wheel. Believe it or not, those little gems are still sold.   Read more ›

How LinkedIn Enhances Our Face-to-Face Networking

How LinkedIn Enhances Our Face-to-Face Networking

The Changing Face of Business

As the business world evolves, so must the businessperson. Adapting to the new way to research our prospects and networking partners, identify rapport-building insights and learn about what matters to them has never been more accessible or more critical to the sales process.   Read more ›

Sales Prescription Without Diagnosis is Malpractice

Sales Prescription Without Diagnosis is Malpractice

Prescription without diagnosis is malpractice –  it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years.   Read more ›

Caveat Venditor: Up the Creek First Class with No Paddle

Caveat Venditor: Up the Creek First Class with No Paddle

That’s Latin for “we’re doomed”.  At least those of us in the sales profession that continue to work the status quo while holding on for dear life.  And employers, too, who insist on doing things the same way.   Read more ›