Category Archives for "Book Reviews"

August 25, 2016

Is Your Sales Story (Messaging) Compelling or Repelling?

An effective sales story (or messaging) changes everything. And I mean everything. Your “story” is your most critical sales weapon partly because your “story” ends up in all of your other weapons. Think about it. Your LinkedIn profile has elements of your story. Your prospecting emails and proactive phone calls use pieces from your story. […]

Continue reading
April 25, 2016

Experience the Transformative Power of Focus (with my guest expert, Les Hewitt)

I’ve been noticing how little time executives and salespeople actually spend on their highest-value activities and stated priorities. It sounds silly and it’s certainly nonsensical. If something is a major objective, a priority, or deemed highly-valuable, how in the world does it end up getting less of our time and focus? Even as I typed and now reread that last […]

Continue reading