Many of us whose jobs involve being out and about, prospecting and meeting people will often do so coffee houses. Here in Columbus, Ohio, I am partial to Panera Bread in particular. Last week I was in a Panera Bread store that I frequent on the east side of Columbus….
The internet is inundated with “experts” trying to convince us of something. In a world where anyone can host a website and blog their brains out with no accountability, who can you trust? In the information age, it has become increasingly important to be wary of what we read. Interestingly…
We are occasionally reminded in one way or another by how much impact “just one degree of difference” makes. When a space probe uses a planet’s gravitational pull to slingshots itself into a new trajectory, its timing for firing its engines must be exact. If that timing is off by…
During times of economic uncertainty, most technology businesses batten down the hatches and try to hang on to what they currently have. Now is not the time to try new things, they might say. As you probably figured out, I disagree. Now is a great time to try out new…
In the many organizations I’ve worked with, the CEOs generally fall into one of two camps; those that provide sales leadership and those that don’t. In my experience, the CEOs that work with their sales teams make the biggest impact on their companies. If the company has less than $10…
It seems that everything in our world is being dumbed down and focused on the lowest common denominator. There are cash registers that have pictures on them instead of numbers. Cashiers rely on the machine to tell them the correct change instead of counting it out. It seems most cashiers…
We all make assumptions, sometimes really big ones. For example, we assume we know why our employees work for us. (It’s the paycheck, right?) We assume we know what our clients want and why they work with us. That is a huge assumption. The only way to really know what…
In the first part of this blog we talked about how sales professionals role has been changing in the new economy. In this second blog we will discuss how to become better at selling and building relationships with clients. I heard a story a long time ago from the insurance…
This is the first of a two part blog about the changes in sales. Every day I read new articles that proclaim that sales is dead. People don’t want to be sold any more. With the rise of social media, people are talking with each other, so the power of…
In a recent issue Prospecting Weekly, I dared you to become “legendary.” To be legendary is to become the “stuff that tales are made from.” This is a theme that warrants further attention. In my book Prospect & Flourish, I devote an entire chapter to the subject of outstanding service….