Our executive team attended Verne Harnish’s Gazelles Fortune Growth Summit this week. It’s a few days of drinking from the fire hose, listening to some of today’s best business minds and hottest authors. As usual, Verne – aka The Growth Guy, delivered an outstanding lineup of speakers and we left the Summit energized to implement …
Sales Leader: Multiplier or Diminisher; Hero or Hero-Maker? Read More »
It’s Not About You – #2 How great a sin is it when a self-absorbed salesperson bores a dream prospect to tears talking about his company and offerings? I’m guessing I’ve been on calls with about 150 different salespeople and have heard the “sales story” botched in countless ways…too long, irrelevant, unclear, wordy, condescending, lacking …
Sales team having too many appointments? Didn’t think so. I hear a lot about the importance of properly qualifying prospects. And I am confused. I’ll admit it right up front; I am probably an extreme contrarian on this topic. Here’s why: if we’ve done our job strategically selecting Target Prospects, then why in the world …
When preparing for battle, a critical first step is the strategic selection of targets to attack. Along those lines, how strategic and clearly defined is your Target Prospect List? It sounds like a ridiculous, elementary and unnecessary question. But in my experience, more often than you’d believe, senior and sales management take for granted that …
I had no intention of posting today. New to this whole blog deal, I’ve been sketching out my thoughts for a series of posts about the biggest issues facing both my sales team and me. But I can’t get the whole Lebron thing out of my head, and I am still so confused how something …
Sales Lesson from Lebron & ESPN’s Over-hyped Disappointment Read More »
I have strong memories from 1991: Silence of the Lambs freaked me out, George Bush (41) was silencing Sadaam Hussein in my generation’s first exposure to war (viewed on CNN), and I got to attend Super Bowl XXV in Tampa where my beloved NY Giants handed the poor Buffalo Bills the first of four consecutive …
