DON’T TALK YOURSELF OUT OF THE BUYING SIGNALS

It’s coming to that time of year where the numbers and the deals (and the numbers in the deals) are starting to feel a little more important.  The leaves are changing, the holidays are seemingly right around the corner, and business feels like it comes to a screeching halt after Thanksgiving.  As if you needed any [...]

By | 2017-03-19T20:31:22+00:00 October 30th, 2016|Listen|Comments Off on DON’T TALK YOURSELF OUT OF THE BUYING SIGNALS

SELLING AND THE 80/20 PRINCIPLE

This post is not going to go the way you think it is… In the late 1800’s, Vilfredo Pareto discovered that for many events, 80% of the effects come from 20% of the causes.   Most references to the 80/20 principle talk about time management, or focusing most of your attention on your best customers, or [...]

By | 2017-03-19T20:36:10+00:00 October 22nd, 2016|Listen|Comments Off on SELLING AND THE 80/20 PRINCIPLE

FIFTY-TWO

This Sunday marks the 52nd edition of my weekly newsletter, The Parabola Press.  It’s kind of a landmark occasion for me, despite the fact that it was expected all along.  Sales (and life, for that matter) is about consistently showing up. There’s Great Value In Consistency I’ve been paying attention to a lot of the regular content from [...]

By | 2017-03-19T20:37:13+00:00 October 13th, 2016|Think|Comments Off on FIFTY-TWO

LET’S FACE IT- YOUR NETWORKING STINKS

The ability to network effectively is one of the most underrated skills in business.  So much so, that you probably think that you’re really good at it, and you’re probably not.  That stack of business cards sitting on your desk?  The ones that you haven’t looked at since you last cleaned out your car?  Proof [...]

By | 2017-03-19T20:38:41+00:00 October 7th, 2016|Think|Comments Off on LET’S FACE IT- YOUR NETWORKING STINKS

MOTIVATION VS. DISCIPLINE

Salespeople get a bad rap…  It’s rumored to be a life full of fancy meals and expensive golf courses.  Drinks, laughs, cash, the good life…  Yet, if you’re like almost half of the sales pros out there, you’re trending behind your sales goal for the year. That life looks a lot more like crying in [...]

By | 2017-03-19T20:39:13+00:00 October 1st, 2016|Think|Comments Off on MOTIVATION VS. DISCIPLINE