Neil Rackham author of SPIN Selling, (what I consider one of the top books ever written on selling) discussed recession selling strategies in this video. Whether we are coming out of this recession or not, I believe this recession will have a long tail and has changed the landscape on how we sell. This video Read More …
Simon Sinek has a simple but powerful model for inspirational leadership all starting with a golden circle and the question “Why?” His examples include Apple, Martin Luther King, and the Wright brothers — and as a counterpoint Tivo, which (until a recent court victory that tripled its stock price) appeared to be struggling. In 2009, Read More …
In the movies, Meet the Parents and Meet the Fockers the soon to be Father in Law, Jack, so brilliantly played by Robert DeNiro had a Circle of Trust that Ben Stiller, Greg, so desperately tries to become accepted into. Greg just keeps stumbling as he tries to penetrate that invisible barrier. As you sit Read More …
Your product or service solves a problem for the customer, right? Does your customer understand the problem you’re solving? Have you been able to put or involve numerical relationships in this problem-solving process? Go back-to-school for a second, maybe even as far back as grade school and think about solving mathematical word problems. Remember word Read More …
John Holland and Tim Young have just co-authored a book titled Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage. This book contains a detailed explanation of the three phases of the buying cycle popularized by Mike Bosworth in Solution Selling and had been created in Read More …
This past year I have given the following workshops: Getting Started in Social Media Marketing your Black Belt Get Clients NOW! 7 Steps to Small Business Success aka Duct Tape Marketing Become Employable Becoming Self-Employed Lean your Marketing with Referrals The Pillars of the Lean Marketing House Get Hired NOW Lean Marketing Assessment Funding your Read More …