Halloween Stories for Sales
How do you motivate someone to take action when your service doesn’t do anything visible? What if it just prevents something bad from[…]
Turning Tools into Weapons
“Why are all my sales incentives backfiring?” asked the business owner. Indeed, have you noticed every sales target you set causes an unintended
Surprising Ways to Spark Customer Conversation
Ever try to engage someone who is about as talkative as a stump? How about some surefire ways to get them started?
Hamburger Hill
Years ago, the path to growing sales was straightforward. Hire more salespeople Now, that strategy is disastrously bad. Why?
The Mis-Measurement of Sales
How frustrating would it be to play a game when the scoreboard is always wrong? That’s what happens when you manage with bad[…]
Going Down the Up Escalator
When we stand still in the technology business, we are going backwards. Just when we figure things out, the market rolls the dice[…]
Once Upon a Time in Sales
Old Timer: “When I started in sales, I had to knock on every single door in my territory” Response: “When you were in[…]
Three Ways to Handle Sticker Shock
Be thankful sales is so hard. That’s why it pays so well. What do you do when you are priced way higher than[…]
If it isn’t true, it should be
It’s graduation time at schools all over the USA. One of the most celebrated graduating classes of all time became famous because of[…]
Hacks and Quacks
A person in commodity sales needs to be fast, knowledgeable, and responsive. Those same traits will kill you when selling high value, complex