January 26, 2012

Stop Thanking Prospects for Their Time

I have been troubled recently observing sales reps taking a subservient and overly respectful posture when engaging prospects and customers. A few reps in particular sounded completely overmatched in conversations on the phone. And I have seen the same occur during face to face meetings as well. Three weeks back I tweeted something provocative about it […]

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January 20, 2012

Top 25 Sales Influencers for 2012

Last week OpenView Labs published their list of the Top 25 Sales Influencers for 2012. I am thrilled, honored and humbled to be included alongside these powerful thought leaders. My sincere thanks to OpenView for the recognition. Let me take this opportunity to publicly thank two people who significantly contributed to my presence on this […]

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December 6, 2011

Bottom-Line Selling by Jack Malcolm – Review

Dave Brock is a friend and someone I look up to as one of the true sages in the sales world today. (Find him on twitter @davidabrock and check out his great blog Partners in Excellence).  Dave wrote the foreword for Jack Malcolm’s recently revised and enlarged Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer […]

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November 14, 2011

The Power of Time-Blocking, Solitude & Focus

Too few of us appear to be in control of our calendars. Smart phones and perpetual connectivity have turned many of us into addicts. Solitude is so seldom practiced that the thought of being alone and unreachable, even for an hour or two, makes us twitch. As a coach and consultant, I continually see sales […]

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