Think Different!
I just returned from the 2008 National Speakers Association convention in NYC. This is one of 4 major conventions I attend every year to learn to be a better content …
The Law of exepctation
The Law of Expectation in sales indicates that whenever you pay out something, you will always get paid back. What you get is intrinsically linked to what you give. There are many …
Why Should I do Business With You?
Have you recently asked yourself why someone should do business with you? If you can’t answer that question, – with information that is less than 6 months old – your …
Becoming a Top Performer
One thing we know about top performing sales people is that they, like everyone else, make mistakes and fail to close business. The difference is that top performers take ownership …
Secrets of the Top 10% – Part 2: Compassion in Sales
In the last issue of Engaging Ideas, I promised to share with you the secrets to success of countless top performers, and show you how you can use that knowledge …
For Managers Only
As we are well into Q3 for most companies. Now is one of the best times to address shortfalls in your sales team. Sometime more sales training is not the …
Get “Buy” with a Little Help From Your Friends
Our discussions on the post He said She Said last week created a great disucssion. From that post it’s clear that I support referral marketing as the best way to …
Pop the Question
I am excited to announce that this week my article “Pop the question” was nominated as a top 10 sales articles on http://www.top10salesarticles.com/ Let’s hope I do well in the …
Managing Stress
Stress is an inescapable part of a the sales profession . But you can change the way you react to it. The following suggestions for stress reduction will help you …
He Said vs She Said
The other week a sales manager and I had a great debate via email about whether cold calling is the most effective way to generate leads. I say no. He …
In Defense of the Word Suck
Last week a client asked that I stop using the word “suck” because some of their employees found it offensive. I was shocked. I use the word in expression such …
Is Cold Calling the Most Effective way to Generate Sales?
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