Back to Presentation Basics: Presentation Building

So it’s you and your trusty visual aid on the stage, in front of a looking, anticipating crowd. You’re about to deliver a pitch....

Focus on the Customer Journey, Not Their Buying Journey

Over the years, we’ve made some progress, shifting our focus from our Selling Process to the Customer Buying Journey. We’ve finally recognized the customer...

When Less is More!

We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization. Just think of...

Is Cold Calling Contrary to Being a Go-Giver?

A reader recently emailed me the following: “Hi Bob, I love being in sales and want to make a difference. The company I just started...

How to Land Big-Name Contracts (Regardless of Your Company Size)

The secret to landing big contracts isn’t deeper pockets or more manpower—it’s getting prospects to trust you. Understanding this fact has not only helped...

We’ve Met the Enemy: It’s Us

“We have met the enemy and he is us,” first appeared in the Pogo comic strip by Walt Kelley on April 22, 1970. File this...

The Art of Selling to Women

Last week, we talked about the science of selling to women and how our brains differ by gender and how that affects buying patterns and decision-making....

Beyond B2B and B2C: The Sales Channel Your Business is Overlooking

There are two well-defined sales channels that most people use. Selling directly to individuals, more formally known as business-to-consumer (B2C), and selling products or services...

The Science of Selling to Women

There is no magic sauce that will help you gain women’s attention as you market your products or services. You can’t paint your product...

If You Can’t Write, You Can’t Sell

In the past few days, I’ve been embroiled in conversations about grammar and spelling. I read a discussion about “Should I hire a sales...

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