THE TIMES, THEY ARE A-CHANGIN’

Come gather ’round people wherever you roam And admit that the waters around you have grown                                                                       Bob Dylan The way people [...]

By | 2017-03-19T20:41:05+00:00 August 27th, 2016|Listen|Comments Off on THE TIMES, THEY ARE A-CHANGIN’

LET’S FACE IT- YOUR PREPARATION STINKS (PART 2)

So you got a meeting, huh?  And you know what you want to accomplish in that meeting, and how to make sure you get it done…  Cool.  Now you just have to build some rapport, and establish the foundation for trust.  How do you plan to do that? Most sales pros will tell you that [...]

By | 2017-03-19T20:41:21+00:00 August 20th, 2016|Think|Comments Off on LET’S FACE IT- YOUR PREPARATION STINKS (PART 2)

WHY YOUR CUSTOMERS’ BEST INTERESTS ARE IN YOUR BEST INTEREST

I got some commentary on one of my previous videos, and putting your customers’ interests ahead of your company’s. This video is a deeper dive into that subject, and how building customer loyalty is actually the key to de-commoditization and the prevention of price erosion. Check out the video I referenced, ‘Who Do You Work [...]

By | 2017-03-19T20:42:07+00:00 August 16th, 2016|Listen|Comments Off on WHY YOUR CUSTOMERS’ BEST INTERESTS ARE IN YOUR BEST INTEREST

THE BEST PRODUCTIVITY ADVICE YOU’LL EVER GET

Productivity is a hot topic these days.  I can’t scroll through my LinkedIn feed without coming across a half-dozen new articles every day.  Everybody seems to be writing about how to do more in less time. It seems logical…  Our lives continue to move more quickly, and quite frankly there’s more to do.  We have access [...]

By | 2017-03-19T20:42:31+00:00 August 13th, 2016|Think|Comments Off on THE BEST PRODUCTIVITY ADVICE YOU’LL EVER GET

LET’S FACE IT- YOUR PREPARATION STINKS (PART 1)

I’ve written in the past about follow up and how, like most salespeople, yours probably isn’t very good.  One of the ways to make following up much easier is with good preparation. Unfortunately, like most salespeople, that probably sucks too… I’m sensing a common thread here- and it’s not that you suck as a salesperson. [...]

By | 2017-03-19T20:43:01+00:00 August 6th, 2016|Think|Comments Off on LET’S FACE IT- YOUR PREPARATION STINKS (PART 1)