Blog
EXselling – It’s LIVE and it’s FREE (For a limited time!)
The Next Generation of Value-Added Selling Through Friday, January 10, 2020, you and your team can learn from one of the most important lessons from the EXselling curriculum for free. Supply Chain Selling Simply [...]
Happy New Era (Not a typo)
Happy New Era! 2020 will not only be more interesting that 2019, it will bring some unique opportunities. Get Ready! In 2019, we addressed the OWM (old, white male) issue several times. Interestingly, every [...]
Thanksgiving? Seriously?
Thanksgiving? Seriously? Yes! A few days ago, we quietly packed away Veteran’s Day for another year. This Thanksgiving, future veterans – those who are on active duty – will be celebrating Thanksgiving as well. [...]
Preparing for Veterans Day | Five Ways to Honor a Vet
Hug a Vet Day! Or at least say thanks... The meeting planner warned me that one of the attendees, an attorney, was known for asking questions that were acidic, rude or confrontational. After 5,000 [...]
What is Motivation?
“History and purpose will give you momentum for success.” – Bill Johnson “Are you one of THOSE motivational speakers?” When asked, my answer depends on how the person asking the question defines motivation. If their [...]
Free Stuff + Free Stuff; Computers Are Evil; Inside Look at EXselling
What Could be the World’s Best CRM is Free and Your Team May Already Be Using It Regular readers of my newsletters have heard me tout the value of using Outlook as your [...]
MYTH: I Know What I Need to Know
MYTH: Since the principles of selling do not change, I know all I need to know. TRUTH: There has been more change in the world of sales in the past nine months than there [...]
Are You Using Your Brain or Your Mind?
Sometimes these two words can be misleading. As the amount of research being published about how our brains work – and do not work – increases, we learn that we know less about it [...]
MYTH: Closing small accounts takes as many resources as closing larger ones
MYTH: It takes just as much time and expense to close a smaller account as it does to close a larger one. TRUTH: It can, but it does not have to. Here are some [...]
Free Prospecting Training (Beta Version) Available This week Only
Access the Training Here are some ideas for filling your pipeline now. You fill it and I will help your team empty it! Readers of my newsletter and blog have [...]
New Target Market for You? | Considering International Opportunities? | Ear Worms
Even if you are not a manufacturer - especially if you are not a manufacturer - this trend can benefit you. A Consideration for CSOs There are [...]
Shift your August – September Sales Focus
"We are seeing more order cancellations than this time last year." Corporate buyers are more timid. "We are required to give our customers three days to rescind; now nearly half are doing it." Buyer's [...]
From Senior to Silver
Some ideas... A new white paper is yours for the clicking. “From Senior to Silver” is a guide for making the transition. If you are a senior (unlikely if you’re a reader of this [...]
Overhaulin’ You: A Car Guy’s Perspective on Evangelism
He said to them, "Go into all the world and preach the gospel to all creation.” Mark 16:15 NIV It is known as the Great Commission but many of us see it as the [...]
Silvers Sabotaged by Mueller?
At first, Robert Mueller appeared to be a candidate for the cover of Silver Magazine (if there was one). He was the former head of the FBI and was highly respected by most people [...]
