Have you ever been driving and come over the top of a hill and said “ohhhhhh WOW” either out loud or to yourself? The danger is in the desire to be distracted by whatever gave you that feeling. It’s happened to me…
It’s not often I write about a new book I’m reading before I am even out of the introduction! Yet here we are…. I am in love with Anthony Iannarino’s One-Up concept: help your contacts make effective decisions about how they should change…
You need to understand individual prospects’ buying process or you might be using Monopoly rules when they’re playing Yahtzee. Both games HAVE rules but not the same rules!start with a roll of the dice… yet what happens next is VERY different.are games,…
I’ve had WAY more than one conversation over the last month with salespeople who are distracting themselves with worry, self-doubt, and sometimes even disinterest! It might sound like this in your head: What am I going to ask next? Oh no,…
I’ve been talking with a lot of internal support people lately. Salespeople, you know – the team of people that ensure your prospects and customers actually get what they’re expecting: information, technical support, product delivered, post-sale support, the list goes on…
A couple of weeks ago I ranted about poor LinkedIn sales behavior without giving you much information on what you should do instead of: Impersonal attempts at personalizationConnect and PUSHNot responding to a question I’m going to make this as…
I am not Irish, although I did use to live in a Syracuse NY neighborhood called Tipperary Hill. I do like a pint of Guinness, enough in fact to have named our dog after the beer. Today I’ll leave you…