Ogilvy & Mather, IBM and Salesforce.com should be ashamed of themselves

I don’t need my cup of extra-strong coffee to get going this morning.  If you’re in sales, you won’t either. Just read about this Ogilvy & Mather-led contest that insults the intelligence of sales professionals, managers and executives everywhere.  Selling a red brick to a panel of “executives” from Ogilvy & Mather, OgilvyOne, IBM and […]

“Funnel” or “Incubator?”

Friendly violent debates are really a lot of fun.  They’re also the best way to practice selling complex ideas.  Fortunately for me, there are lots of folks ready, willing and able to have no-holds-barred, free-for-all arguments about my allegedly brilliant ideas.  One of my favorites involves the traditional “sales funnel” metaphor. I still hold it […]

Unintended Consequences

We’re all familiar with the “Law of Unintended Consequences.”  My personal favorite is still the plastic whistles that were packaged with Cap’n Crunch cereal back in the ’70s.  Blowing the whistle into your phone triggered a connection to AT&T’s long distance dialing AND by-passed their billing system.   Free calls!  Not exactly what Quaker Oats had […]

Synchronize Your Sales Process With the Customer’s Decision Process

Timing is everything! Editors tell authors to never ever start a blog post with a cliché. Despite appearances, I always follow that advice, and here’s why the above – when applied to selling – is most definitely not a violation of that writer’s rule. Competition is intense. Depending on luck to win is therefore foolhardy. […]