Does How You Sell Represent Your Company Well?

Customer experience is increasingly a key differentiator in acquiring and retaining customers. But, too often, we look at customer experience in a very narrow...

It’s Harder to Sell Within Our Own Companies

Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by...

Pitch Perfect: The 9 Questions Every Successful Pitch Answers

Many curious co-workers and friends have asked me, “How did you manage to convince your company to let you work part-time, anywhere in the...

You Probably Shouldn’t Be in Sales If You Don’t Have These 5 Personality Traits

So you’ve watched Wolf of Wall Street and have decided you want to get in to sales. You’ve got your briefcase in hand and...

If You Don’t Know Who Your Customer Is, Improving Selling Skills Won’t Help

Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in...

Get Started in Public Speaking for Sales Leads

One of the best lead generation systems for direct sales professionals is to offer yourself as a free public speaker. There are literally hundreds of clubs,...

Water, Water Everywhere…

In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, “Water water everywhere Nor a drop to drink.” Sometimes, I think there is a sales version...

The 3-4-5 Party

When a customer at one of her other parties is hesitant about hosting, Leslie Adderhold, a manager with Pink Zebra, asks them what is...

Math Works, Always: How Do We Tilt the Numbers in Our Favor?

In sales and marketing, we at least claim to be very numbers oriented. We have metrics around everything: Click-throughs Bounces Open rates Time spent on a page MQL, SQL,...

“Active Listening” is Not a Technique

Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the...

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