Thanks for coming back! Please use the comment function below to let me know what issues are on your mind and what you’re thinking about. RSS Feed Back in January, I realized I was wrong about proposals. I don’t do them anymore. I admonish clients and colleagues when they talk about writing one. A Recommendation [...]
WARNING: If you hold one of more of the following opinions, reading this post will be a waste of your time: I can’t keep up with all my e-mail as it is, so I am NOT going to set up an RSS Reader that will only flood me with more stuff I don’t have time [...]
Based on the analysis done by your team, the IRR for this investment is 67%. Someone or something always comes out on top. And as you might guess, it’s true for the financial analysis and justification a sales rep can prepare and present. Internal Rate of Return (or IRR) enables a rep to use a [...]
Think about your important contacts. Think about how much time and attention you’d really like to be able to devote to each one. The pragmatic fact of the matter is you’re forced to ignore every one of them most of the time. Ouch!!! Like it or not, you, as an H-Rep (a Human-Rep) cannot be [...]
Had a lunch meeting with a sales exec this past Friday, a prospective client. A colleague brought us together and it was the first time I’d had contact with the man. Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger [...]
Cuchillo de palo! Have any habits that might annoy your customers? Have any bad habits you thought you had dropped, but haven’t? The answer, of course is, “Yes.” Here’s a quick video to help stay focused on your not-so-spiffy behavior patterns.
It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was after two hours of prep at home this morning. It was an “extra” meeting of the Cobb Symphony Orchestra Board of Trustees. We’re in the midst of [...]
There aren’t many feelings as cool as when you get to see one of your own best practices kick in. I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect. (I just wish I had actually thought the practice up instead of simply bumbling [...]
In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words [...]
Mr. Customer, the net present value of the investment I’m suggesting is $377,000. That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree? This is the fifth post in a series about selling with [...]
