SalesReformSchool

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… Read More

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… Read More

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… Read More

Unleashing Our “Inner Steve Jobs”

Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success.  Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.’” So, to unleash your “Jobs-siness”… Read More

Might I Suggest Some T & A: Trust and Alignment

“I’m trying to be consultative, asking all the right questions, but my prospects don’t seem interested.” “I thought we had a great conversation, then he blew off our follow up call.” “Sometimes, I feel like I’m leading an… Read More