Tag Archives: Sales

Is It What You Have Done Or What You Can Do?

One of the biggest challenges in selling professional services is dealing with buyers’ preconceptions of who is best qualified to help them. It seems most buyers want to find something more than someone who has done it before. They want to know that you: Understand their business, and; have solved this problem for someone just Continue Reading →

Who’s Going To Read My Blog?

When I talk to my clients about blogging the first question I get is “who’s going to read it?” It’s a reasonable question and a reasonable concern. It’s just the wrong question. Continue Reading →

Dark Matter and Invisible Thought Leaders

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He exerts tremendous influence over the purchasing decisions of his social circle, yet he is invisible to all the machinations of corporate marketing. He is an Invisible Thought Leader. Continue Reading →

COUNTERPOINT: No One Wins When the Sales Manager Sits Idly by While a Sales Rep Torches a Prospect

The wrong thing to do in such situations is nothing. And there is no reason whatsoever not to step in and by doing so… Continue Reading →

Is It OK for me to watch my sales guy go down in a ball of flames?

Babe Ruth struck out 1,330 times, but he also hit a lot of home runs! If your sales people are not striking out, they’re probably only going after the “sure things” (aka the low hanging fruit). Continue Reading →

Can’t We Make Webinars More Effective?

When will sales and marketing departments realize that webinars can be so much more than Powerpoint presentations? It’s not about the technology anymore. The technology is out there and the audience is sophisticated enough to use it. Continue Reading →

Why is soccer so boring?

Nothing is inherently boring. Boredom represents a lack of understanding. Understanding is what creates interest, which creates excitement. All you need to do is create a desire to understand. Continue Reading →