If you complete a President’s Model analysis for an important account, you’ll likely know more about that customer than its employees know.
No sales manager would argue that a thorough understanding of a customer’s business is essential for long term sales success. Any rep that completes the three phases of a President’s [...]
Georgia has an All-America City
OK, so this isn’t exactly a business-related post, but I just can’t help myself. Look, only a few of you grew up in Quakertown. You know, right between Richlandtown and Trumbauersville… You don’t appreciate the unwanted humility of needing to say, “Near Philadelphia,” every time somebody asks where you’re from.
So where [...]
Why are you successful? What is the root cause of your success? Do you know? Have you ever thought about it seriously?
I could be wrong, but I think business success springs from the ability to learn faster than everyone around you. The ability to learn faster springs from writing down a personal learning process, working [...]
The title of this post is a quote from William Gibson. Whoda’ thunk a science fiction writer would have such a compelling insight into the power of the E-Rep?
(You remember E-Rep, right? Your electronic alter-ego? You’re working diligently right now transferring all that unique knowledge and insight currently trapped inside your brain to your blog, [...]
Yes, I think so.
Several very unusual things happened during the day and half Sales Excellence Council kickoff meeting that concluded this past Friday. Actually it was the same phenomenon repeated six times.
We were scheduled to begin at 8:30 Thursday morning, and as is my habit with a new client and/or an unfamiliar meeting room, I [...]
