Blog Archives

Today’s Lesson: Two Existential Questions

For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors

Posted in Building Trust, Marketing, Qualifying, Sales Messaging, Sales Process, Tools

Today’s Lesson:Take a P A U S E

  Professionally, many of you are looking at your calendars and realizing that you only have six weeks or so left in the year and you are making your calls to try and close deals, or even create deals now

Posted in Building Trust, Sales Messaging, Sales Process, Tools

Today’s Lesson: Three Sales Archetypes

Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior

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Posted in Building Trust, Closing, Presenting, Sales Leader, Sales Messaging, Sales Process

Today’s Lesson: Why Am I Here?

You may be thinking I am about to go off on an existential rant about authenticity, our place in the universe, or possibly a lecture on the appropriateness of a paleo diet. Nah, let’s save those for a get together

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Posted in Building Trust, Networking, Qualifying, Sales Messaging, Sales Process

KiteDesk Goes to School

Sean Burke, CEO of my client KiteDesk, wrote this blog post   – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you. 

Posted in Qualifying, Sales Messaging, Sales Process, Tools

Are You Giving Good Phone?

Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting.  She had suggested in her listing that interested

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Posted in Building Trust, Sales Messaging

What’s your Dirty Dozen?

(reposting on request) Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean?

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Posted in Building Trust, Prospecting, Sales Messaging, Tools

Sometimes You Just Have to Ask

My son Max has been working hard putting together a skating/dance party for tomorrow evening to benefit an anti-bullying charity  – Kidpower International.  Yes, he’s a great kid, but he’s really doing this to fulfill his “mitzvah” requirement for his

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Posted in Closing, Sales Messaging, Sales Process

Tell Coherent Stories

At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment.  Allison Kopnik describes this effort in last weekend’s Wall Street Journal. This echoes a theme I laid out

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Posted in Building Trust, Sales Messaging, Sales Process

Regarding Sponsors and Referrals

When inbound leads from marketing just aren’t cutting it, do you work with internal sponsors and trusted advisors for referrals to grow your business?  Or, do you do it the old-fashioned way and cold call and email blast your market?

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Posted in Building Trust, Champion, Prospecting, Sales Messaging, Sales Process, Tools