Caught Selling
As I was in the waiting room of an office, I could see the inevitable. A buyer and a seller were missing each other; the same script being played out. The professional seeking to sell his services is telling the buyer how great they are and what they have to offer. Read the story »
Lead Generation is not the same as Demand Generation
Effective lead generation is the result of getting a person interested in your story. It is vital to sales success. In essence, it is an exchange of value. Your prospective customers expect to get something of value from you in exchange for their information. Read the story »
Winning In a Down Economy
In a time of great change, there is great opportunity. When there are changes in companies, jobs, business models and economic reality as we know it, there is always a redefinition of what the new rules will be. Those who play to the emerging rules become beneficiaries of opportunity.
When we are coasting in business and life, we get lax. We take things for granted. When things are status quo, you are on cruise control. As a customer, you like the goods and services you have become accustomed to. You have that favorite restaurant or drink at Starbucks you buy without thought.
When hard times hit - loss in revenue or loss in job, you start shopping at cheaper places and looking for deals. So does everyone else. A higher level of discretion and scrutiny has entered your psyche. You move with the ebb and flow of your situation. Read the story »
Selling
As I was in the waiting room of an office, I could see the inevitable. A buyer and a seller were missing each...
If you can slow down enough to listen, if you can focus on something outside yourself, you will see that people...
The number one skill in business is selling. You do not have a job or income unless you or someone on your team...
Knowledge
You may feel this way about things that are easy for you—it’s no big deal; anyone could do it. Be careful of...
I see the frustration every day. It comes from people believing a myth. The myth is, “If I just keep working...
In one of our recent seminars we conducted to help business professionals step into the new economy, I spent some...
Productivity
There was a telling comment made a few years ago by famed NBA basketball star, Allen Iverson. He revealed his perspective...
It is really difficult to meet someone who has had a linear, planned out, perfect life, much less a predictable...
Your level of busyness can keep so many things off your radar that need to be on your mind. On the one hand, to...
Books
Want to have an edge in business? Learn to cut through complexity. We live in an era of work that is invigorating. We have more information on...
I was saddened today to hear of the death of rock climbing legend, Todd Skinner who was killed on October 23, 2006. I did not know Todd personally...
You’ve seen these schmooze artists I’m sure. They are the ones that have a business card in hand ready to hand them out to anyone...
