29
Jan
DO YOU HAVE CRABS?
I was once told of a type of crab that can’t be caught – clever enough to get out of any crab trap that is set for it. Yet, thousands of them are caught every day due to a very human-like quality they possess. The......
Blog
29JanTRUCKLOADS OF GARBAGE
Click by click. Scroll Click by click. Scroll some more. The world is reprogramming your brain. It’s time for an act of defiance in a world that can sometimes make us feel powerless. Our devices have opened up a Pandora’s box of temptation. Device...
29JanAre You Stuck?
A small business owner is stuck. Sales have flat-lined. He’d love to focus on other things, but revenue is what keeps the lights on and so, like many, he finds himself doing work he really isn’t wired to do. Maybe he should consider a new......
17JanCongratulations! You are our new VP of Sales
Frank made it! After years of dedication to his craft he was named the new Vice President of Sales. While he was settling into his new office, he received an email from the President of the company asking him for his strategy to achieve the......
22FebAre You Selling Ice?
Ok – so I’m about to date myself and trigger a flurry on google for some of my younger readers. Here goes….do you remember the TV series “Little House on the Prairie”? Set in the 1870’s, the town of Walnut Grove, Minnesota was bustling with......
15OctTHE PROBLEM WITH ELEPHANTS
So, a salesperson walks into a prospect’s office and sees a large elephant sitting in the corner of the room. It’s clear that the elephant is quite comfortable and has been there for some time. The salesperson stares at the elephant, looks at his pro...
15OctTHE PILOT
The airport was crowded and there were few seats available at the coffee shop. Heading out of town on business, I was in desperate need of a coffee before boarding the plane for a four hour flight. Latte in hand, a table full of strangers thoughtfull...
15OctFLOOD DAMAGE
When I hung up the phone from an incoming sales call, I was exhausted. The salesperson asked a number of predictable questions and when he thought he had determined what I needed, he presented a variety of different possibilities. He told me about ...
15OctDOCTOR OR DRUG DEALER?
Imagine a doctor who, as patients come in all day long and tell him what they want, simply gives it to them without asking any questions. “Doctor, I’m stressed. I need Valium,” says a patient. “No problem,” says the doctor. “Here’s your prescripti...
15OctGOLF AND SALES
One summer I was on the driving range at one of our local golf courses, hitting a few balls before our tee time. I was watching an extremely focused individual working on his driving accuracy. His ball continually floated to the right, missing his ...
15OctPATINA – THE WISDOM WE WEAR
I love patina – on cars, on works of art, on antiques. With exposure to all kind of elements, stresses and time, items are forever changed for the better. They become more beautiful as they age and increase in value. If you are a collector,......
15OctTHE HIGHER THE CLIMB THE MORE ACCOUNTABILITY MATTERS
Where we set our sights determines the standards needed to succeed. Accountability is how we sustain those standards. Until we know the level of success we want to achieve, we won’t know the standards that need to be set and the activities/behaviou...
15OctTRIBAL WISDOM
While cleaning out some files I came across an old, wrinkled piece of paper with the following information – I can’t say where this came from (it’s not mine) but I must say it made me laugh out loud and there’s no better way to......
15OctEVERYONE. IS. IN. SALES.
It doesn’t matter what you call it – account management, client success management, strategic solutions advising, marketing, negotiating, presenting, customer service ……. everyone is in sales. Have you ever convinced a toddler to eat broccoli? The o...
15OctBUTTERFLY WING THINGS
Edward Lorenz was an expert in the field of meteorology. Awarded with the 1991 Kyoto Prize for basic sciences, he’s known more as the father of the famed “chaos theory”. He came up with the concept that small effects lead to big changes (the Butter...
15OctEXECUTION FROM THE MOUND
I read a book about the mental aspect of major league pitchers. The name of the book escapes me right now. One pitch after another – a singular task that moves a baseball game from its opening to its close. In order for a pitch......
15OctARE YOU ADDICTED TO TECHNOLOGY?
Did you know that most people will spend roughly 46 hours and 26 minutes online per week and that an average person is projected to spend roughly 6 years and 7 months of their life online? Holy Smokes! Now don’t get me wrong, I do......
15OctSILENCE IS GOLDEN
Silence is a powerful tool when used effectively. Too much silence can be a mistake and the old adage “he who speaks first loses” can be a painful experience for everyone. And immediately filling a moment of silence may do more harm than good. It&...
15OctARE YOU CREATING OR ARE YOU CURATING?
We all know that when you curate something, you are organizing and presenting. Like a museum where you might curate a specific exhibit. You aren’t creating. Creating: Involves the production of “original” content from scratch. The art of generati...
15OctSALES AND FISHING
We often use the word “hunter” when describing sales people. At times though it can be less about stalking and then pulling the trigger and more about finding those elusive new customers that are swimming about in the market place. Kind ...