by salesreform | Feb 1, 2019 | Careers, Sales Leader, Sales Management, Sales Process, Today's Lessons, Uncategorized
Do you ever get the feeling that the universe is trying to teach you something? I had heard of the word “heuristic” before but really didn’t know what it meant. Then, the past few weeks – My daughter Hannah described for me her research work...
by salesreform | Jun 6, 2018 | Careers, Marketing, Today's Lessons, Uncategorized
“Press it!” Cousin Ira said. Ira believes in hot and cold dealers and dice, karma, good runs and bad luck. I had been on a good run of luck and to Ira, this is precisely the time to raise your bet. Me? Not so much. I guess I paid attention too much in math and logic...
by salesreform | Feb 22, 2018 | Careers, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Today's Lessons, Tools
A year ago, I had a full process-messaging-behavior engagement with a client that culminated with a full two-day workshop. They went on to have a terrific year. We are now rolling out an Account Growth process and met this week to introduce the idea in a quick team...
by salesreform | Jan 23, 2018 | Careers, Sales Leader, Sales Management
During or after coaching or consulting engagements, my clients often ask, “Do you think she (or he) can sell for us?” Similarly, friends, colleagues, or former SalesReformSchool students often ask me whether they (or lately, their kids) should pursue a particular...
by salesreform | Oct 27, 2017 | Careers, Sales Leader
I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy these 10 Links which I found interesting in the last month...
by salesreform | May 16, 2017 | Careers, Networking, Sales Leader
You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration. Because of Vistage, though, I feel I’m actually in a...
