Heard a pretty great presentation the other day about GRIT by Andy Miller of Big Swift Kick. It was also a bit of a wake-up call. Part of Andy’s schtick was a GRIT assessment. (That would be Growth – Resilience – Instinct – Tenacity.) And Mr. Process & Metrics here, obviously loved that. Until, of […]
I just read the bio of an author whose business book I was about buy. The bio contained the word “guru.” I did not buy the book. Someone who uses the self-descriptor “guru” isn’t. It tells me that the poor sap is probably desperate for some recognition; or maybe at least one book sale to […]
It’s quite rare for something to get sold without a Win/Win situation. When something does get sold without a Win/Win, it typically doesn’t stay sold, and for sure there will be no follow-up deals. The spooky thing is, the vast majority of sales professionals earn their livings with a single-minded focus on generating one Win/Win […]
Take a look at the two photos below. The first is of a small glass vase made to hold a candle. Nice little tchotchke you might put on an end table or see in a restaurant to add a touch of ambiance. The second is of the bottom of the same vase. This is the […]
The examples of e-Rep power and sales effectiveness just keep on coming. Listen to this story about how a totally off-topic sales call turned into a win. Thank you e-Rep! Anybody Care To Debate Me About The Power Of An e-Rep???