Why the “Why” is Important

As sales people, we know the “why” is very important in probing our customers. “Why do they feel this way? Why do you do things this way? Why is this is a problem? Why wouldn’t they change? Why are they interested/not interested?” The “why” is important to your people and your own performance in the…

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A Simple Formula for Success in Online Content Marketing

A colleague once asked me to come up with a simple formula for success in online content marketing. After pondering the question for far too long, I came up with this response: Write as yourself. Write for your audience. Achieving success in online content marketing is all about finding the balance between authenticity and relevance.…

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How to Become a Leader if You Struggle with Perfectionism

I had a conversation with a friend recently about her career. She’s in a situation where she knows she has a ton of qualities that would make her a great leader at her company. The problem is, she’s a perfectionist, and this holds her back from ever voicing her ideas. This creates a fear of…

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How to Handle Negative Reviews Online

It’s a scary thought. Hearing someone say something negative about your business baby is hurtful and frustrating, but it doesn’t have to be that way. Before you buy a franchise in your area, it’s important to look at what’s being said. Most customers won’t differentiate your business from another franchise in the area. If one…

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Know Your Limitations

We are all so scared of being inadequate. At some point in our lives, we look in the mirror and say, “I’m not handsome enough. I’m not pretty enough. I have this little blotch. I’m not tall enough, or I’m too tall. I’m not in good enough shape. I don’t have the right body type.…

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Customers Only See Part of Their Problem

In today’s complex B2B world, we know our customers struggle to solve their problems, along the way, perhaps searching for solutions to solve their problem. From the Challenger Customer, we know roughly 5.4 people tend to be involved in the process and we know the majority of these initiative end in No Decision Made. As great…

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Kingmakers Instead of Kings

“Great leaders and top-producing salespeople develop tremendous influence because they focus their actions on looking out for the other person’s interests and serving their needs. They prefer to give the credit away rather than take it for themselves. Rather than aspire to be kings, they seek to be kingmakers. They are constantly on the lookout for ways they…

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Numbers Make the Conversation More Interesting

Numbers are the bane of many sales people’s existence. Everyone wants to talk about numbers, but it’s far more fun and easy to talk about our cool products, the flashy features, and all the bells and whistles. Or in conversations with our managers, it’s easier to talk about all the stuff we are doing, or…

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Admitting That You Need Help

We must, indeed, all hang together or, most assuredly, we shall all hang separately. ~Benjamin Franklin I recently got a call from an entrepreneur saying he had wanted to call me for more than five years but only just got around to it. When I asked him why he waited so long, he said he…

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