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If I had a dollar for every sales rep, sales manager, sales executive, entrepreneur, CEO and business owner who told me he or she was always on the lookout for “that elusive golden nugget of insight” or “silver bullet to solve a problem” I could buy a majority share in Apple, Microsoft and Google along [...]
One way to get your brain wrapped around the E-Rep concept is to consider its three main aspects. Lurk & Learn Objective: Continuously enhance personal skills, knowledge and understanding Tools: RSS reader, Google Alerts, LinkedIn, Twitter, YouTube, podcasts, FaceBook Actions: Read, read, read, watch, watch, watch, listen, listen, listen, absorb, absorb, absorb, think, think, think [...]
Doesn’t it always seem like it takes more time to lose an opportunity than it does to win one? Well, based on a whole lot of empirical data I’ve collected over the years that instinct is true. In company after company, industry after industry, 2.1 seems to be the ratio. That doesn’t necessarily mean twice [...]
It’s no secret that yours truly believes that every “H-Rep” needs an “E-Rep.” Your electronic alter-ego helps deliver not only your value proposition, but more importantly real, tangible value in terms of information, knowledge and insight. He/She/It is also on duty 24 X 7 X 365! So what portions of an E-Rep do you have [...]
Who am I to argue with General Dwight D. Eisenhower? He made the comment in this post’s title regarding the Normandy invasion. He was reflecting upon how little the actual battle resembled the D-Day plan; a plan that resulted from a truly stupendous effort on the part of the Allies. What makes the quotation profound [...]
A case for aggressively sharing every ounce of knowledge you have. What do think? Brilliant or crazy?
“I’m always asked the question, should sales people be writing blogs? My answer is, ‘It depends—but probably not.’” Dave Brock in What Should Salespeople Be Doing With Social Media Let me first state and be perfectly clear that I really respect Dave Brock’s opinions. I read every post at his Partners in EXCELLENCE blog. He’s [...]
Conventional wisdom holds that continuous sales training is essential. I wonder why there isn’t more of it going on… Ask any sales manager about the need for continuous sales training and you instantly get agreement that it is important. So why isn’t there more of it going on? The fact is, most money spent on [...]
