Dec 16, 2015 | Best Practices
During my formative years, there was a public service announcement that would come on TV typically during the nightly news and ominously ask you: “It’s 10pm, do you know where your children are?”...
Dec 1, 2015 | Best Practices
When was the last time you were on the receiving end of a sales surprise? Let me guess, it was not of the pleasant sales surprise variety. Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack...
Oct 20, 2015 | Best Practices
Why Are You Accepting Sales Failure? Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week....
Oct 12, 2015 | Best Practices
The most powerful word in sales is “no”. I was reminded of this once again over the past several weeks in various business negotiations. Let’s start with the fact that the customer is not always right. In fact, sometimes the...
Sep 17, 2015 | Best Practices
“The trouble with every one of us is that we don’t think enough. Knowledge is the result of thought, and thought is the keynote of success in any business.” -Thomas J. Watson (Founder and CEO of IBM) The coolest job I ever had was when I was in college and was a...
