Sales Pitch?

I don’t know about you, but I have never been fond of a “sales pitch” Isn’t sales really more about a courtship rather than a pitch, when you think about it? A sales pitch  suggests a one time event, once chance to get it right, down the middle…right?  We all know by now it takes time to build a meaningful relationship.  Yeah, knowing what to say when you meet someone, leave a voicemail, send an email…is critical in order to start the process, but the Continue reading →

Being Social…

We hear a lot these days about the merits of being social in selling, but let’s pause for a moment and explore what this really means. Let’s start with the definition of the word “social”.  As you know, when you look a word up in the dictionary. you get more than one way to define a word…so here is the expression I think fits nicely in the context of sales. :  of or relating to human society, the interaction of the individual and the group, Continue reading →

Challenge your buyers!

I took a sales call yesterday and, I have to admit, I was really, really impressed with the salesperson on the other end of the line.  He was educational, but mostly was effective because he challenged me. The funny thing is, I don’t think this person knew how good he was, so I told him!  He appreciated my feedback. Things he did well: He pushed back when I minimized his offering He pulled back when he didn’t think I was qualified…and that got my attention, Continue reading →

The basics still carry the day

I have been busy and, admittedly, on a bit of a blog respite as I am back at it again helping to build and energize a sales and client service organization…they call this a start-up! Anyway, I think it can be intimidating for someone to start the building process again in the wake of the never-ending flow of new tools and supposed new techniques for engaging and generating sales. It’s true, there are lots of new things always coming at you…. BUT… The basics still Continue reading →

Hiring is scientific

I was reminded this week about the importance of getting it right when moving through the hiring process and how fortunate we are today now that we have some really great tools to help us cut through the noise of interviews. Yes, hiring people is more than just relying on a gut feeling a resume with relevant experience someone who’s hungry whatever the rationale du jour is… Oh, how easily we can be fooled by someone who is charismatic and has all the right skills Continue reading →

Get outside of yourself

My father once said to me “get outside of yourself” and now I know what he meant by that. As an adult, I can now appreciate and understand that living a productive life is much more than about “me”. Approaching life with a broader perspective is what it’s all about.  If you can “get outside of yourself” you will have more purpose and success in your personal and business life. Since this blog is about business…let me put this in a business context. I have Continue reading →

Corporate culture yes, but…

Have you seen the recent Schick ad campaign for the Extreme 3 razor? It’s clever and entertaining and is supposed to sell the new razor system, but it also sends an interesting message about corporate culture. I think we all agree that a cultural fit is really important for long term survival, but how far does one have to go to “fit in”?  Do you really need to shave your head just because the boss does?  Do you need to drive a Lexus to feel Continue reading →

Social media endorsements

Research tells me that buyers place more value on endorsements from their peers than what they are told in a retail ad or, in the case of B2B, they may hear during a sales process… We know that social media is all about participation, content marketing, building a brand, becoming a trusted advisor and a source of information for others.  You know, pay it forward and all that…. I know that I tend to look at apps like Yelp or TripAdvisor before making a decision. Continue reading →

A great culture drives success

There is lots of discussion about the importance of culture these days.  Some argue that culture is more important than strategy. In fact, in a recent study by Booz & Company, their findings were revealing, Key Findings Some of the key findings from the survey are as follows: Overview 84% believe culture is critical to business success. 96% said some form of culture change is needed within their organisation. 51% think a major overhaul is currently needed in their culture. 60% think culture is more Continue reading →

Religion and Start-ups

I was having a conversation this week with another entrepreneur and we were discussing the process of starting and building a business and all of the various stages one goes through along the path towards building a sustainable enterprise. Starting and building a successful business is very much like starting a religion. 1. Start-up phase It takes a little capital but mostly a prophet with a vision and lots of evangelizing in the beginning in order to spread the word, get some feedback and determine Continue reading →

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