One of the things that makes the difference between a strong relationship with a client and a weak one is just how many we have. I tend to believe...
Just think about your closets right now – If you simply had to show a picture of your closet, what would we see? Now for some of you we would see something...
Knowing the bathroom, eating, and cleanliness habits of consumers can make or break a campaign. Question is: How far are you willing to go? How...
These are interesting times in the business of sales. Global economic forces and the impact of our new “point and click” era have changed the rules...
What do you believe in? What are your real beliefs? I’m asking you these questions so you can have a clearer picture as to why sales are made or lost...
“Can you come speak to an old friend?” aka CODE RED As those of you who’ve read How to Wow know, I was a mad, crazy fan of The West Wing. If you were...
Inbound selling is coming. It is actually here in a lot of ways. I think that organizations really have to embrace it from a cultural standpoint. It’s not...
You visualize everyday with every thought whether you believe in visualization or not. If you say “hamburger” many people...
For us, it’s been about 5 years of research at CEB into the Challenger work, but the highest level we’ve been studying is the massive shift...
In terms of social media and what sales professionals should be using LinkedIn obviously is an amazing resource and an...
The biggest shift we’ve seen in customer buying behaviour, again, is the fact that with your customers today you’re biggest competitor is...
The things that we see that the challenger does differently, again, are teaching, tailoring, and taking control at the competency level. If I were to sum...
There are five “intangibles” or five markers I discovered in 1974 that we all possess. First is self-discipline. That means you really are...
Having a positive, successful mentor definitely helps and, I think, avoiding the negative people in your sales team. Almost in every...
With more and more business and interviewing taking place over lunch these days, I thought it made sense to take a moment or two to run through...
