The Intangibles Will Create Your Success

Sales Conversation

Are you delivering knowledge to your customer in each and every step of the sales process? Do you have SMART Goals outlined to follow and assist your customer in making the decision he invited you to assist with? When we model the sales activity, we get into very specific kinds Continue reading

Overcoming OCD in Sales Efforts

If not the top topic’ it must be one of top discussion points; behavioral mechanics or a more common word habits. In fact, one of my top podcasts last year was Habit Forming Products with Nir Eyal the author of Hooked: A Guide to Building Habit-Forming Products. In fact, most Continue reading

Question Transformation

Roger Schank wrote a book, The Creative Attitude: Learning to Ask and Answer the Right Questions: a few years ago that still is one of the better books that I have found on asking the right questions. From an Amazon review, “He describes how we think unconsciously using scripts. It is Continue reading

Are Your Sales People Asking Disruptive Questions?

We have all heard of disruptive innovation, but just in case or if you need a quick overview from the creator: Disruptive innovation, a term of art coined by Clayton Christensen, describes a process by which a product or service takes root initially in simple applications at the bottom of Continue reading

Make Your Company Indispensable Mind Map

A few years ago Joe Calloway wrote a book, Indispensable: How To Become The Company That Your Customers Can’t Live Without, that intrigued me. I made a mind map of the process and still take a few nuggets from it each time I review it.  The best reminder in the Continue reading