Did you know that a consultative sales process mirrors the myths and legends that human beings have told each other for millennia? The tales we’ve told since the dawn of man, whether around the campfire, in plays, or on the silver-screen inform and frame our worldview. These myths and theirRead More →
Did you know that buyers are more than 2/3rds of the way through their decision-making process before they connect with a salesperson? How can you make sure that your sales representative or team is equipped to respond proactively and quickly to the needs of the customer or client? Maybe you’veRead More →
Content Marketing Overload Monday morning, and I open my email for the first time since Friday late afternoon, only to find my inbox overflowing with—how shall I put it gently?—JUNK! Actually, it’s not all junk. In many cases, it’s useful information. Stuff I want to read. Information I feel likeRead More →
We pay attention to the big flashy headlines. It’s human nature: “Shark attacks swimmer off Florida Coast!” Big, intense, and rare threats like these dominate our imagination and change our behavior. We may cancel our beach vacation this summer. Or end up just relegating ourselves to the shore, unable toRead More →
You’re hearing about chatbots, artificial intelligence, machine learning, constant changes in SEO. These are all good. These are all important. But what is the winning strategy for 2019? Simple: everything. Our attention (as individuals) has never been scattered. We are inundated with information overload: on television, YouTube, Facebook, Twitter, Instagram,Read More →
Some love it, some hate it, but swag has long been a staple of business development and can play a valuable role in a multi-channel marketing and sales campaign. File this list and go over these notes the next time you evaluate swag for your team and clients: Is itRead More →
What if there is another way that will increase profits, increase your existing team’s commissions, and increase your market share? Is hiring a new salesperson the only solution?Read More →
As soon as I graduated college, my time availability to learn the latest information began to diminish. That time and energy was replaced by minutiae of work at my first job, then soon further moved aside by more responsibility at work, marriage, children, job transitions, and networking. This left littleRead More →
You bought a booth at a trade show. You invested in promotional materials, decorations, banner, tablescaping, handouts, print collateral, and more. You and your team spent hour upon and hour standing in a convention center talking to people as they came by, fingers crossed, hoping that you looked inviting enough.Read More →
When a speaker launches into a series of statements inundated with jargon and buzz, it has several effects: The listener feels under-educated and under-informed for not understanding the subject matter. Nobody really understands one another, in which case nothing good can come of it. One of the greatest ways toRead More →