As a sales pro, which team would you rather join? The one that scores 39 points or the one that can only score 7? (And does it make you a bit uncomfortable to reject relationship-building as your strategy of choice?
Let’s back up a bit and consider the old saw, “In God we trust, all others [...]
Brace yourself. The sentence in the next paragraph has been specifically designed to make you uncomfortable, trigger your gag reflex and cause you to roll your eyes uncontrollably. Ready?
We are an innovative, market leading, premier provider of high quality, customer focused solutions, reliably delivered through trusted partnerships grounded in our rich history of great service [...]
“To be really great in little things, to be truly noble and heroic in the insipid details of everyday life, is a virtue so rare as to be worthy of canonization.”
–Harriet Beecher Stowe, American writer
My RSS reader threw the above quote right in my face this morning. Now, as I reflect back on yesterday [...]
Every time I begin think I really have a handle on this whole sales and marketing thing, somebody comes along and makes me realize I still have lots to learn. Actually, that’s what makes my work with Dreamland Radio so challenging and interesting.
My cohort Todd & I recently interviewed Eric Marjoram, owner of Marjoram Creative [...]
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:
“Many of my references come from those I did no business with.”
It’s a cool story… Listen…
We all know how important it is to have a rock-solid elevator pitch. When you only have that elevator-ride’s-worth of time, it’s essential to pack a lot of content into two, at most three paragraphs.
How about an escalator pitch.? You’re riding up; the customer is riding down. Now your content needs to fit neatly into [...]
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:
“Many of my references come from those I did no business with.”
Being my normal, articulate self, I responded by asking, “Huh, wha’?” Dave Ogden, the CEO of AML Communications, explained. “You’re solving their problem for them. You’re letting them [...]
A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, “Talent is an ability that is the result of process and effort.”
I think we’re saying the same thing!
Actually, I think my old friend just [...]
In this interview, Ed Diehl, co-CEO of Concept Systems in Albany, OR discusses an unusual management structure, an unusual management style, a diverse set of customers, and a highly varied set of applications.
Pay attention! 2010 was a record year for sales and earnings for Concept Systems. These guys are thriving in this so-called “tough” economic [...]
There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal. Think through the following.
Percy and Steve are cave men. They have each independently discovered that a cave man can keep himself well fed on one fish per day. [...]
