Thinking outside of the box is a task for everyone in our business. Even sales people who think they don’t have anything to do – do have something to do. It is important to remind yourself that you don’t have to do what everyone else is doing. Imagine you
Thinking outside of the box is a task for everyone in our business. Even sales people who think they don’t have anything to do – do have something to do. It is important to remind yourself that you don’t have
Your professional image is important for success at work. Your personal image is important for success at everything else. Should these two images be the same? Or, should your professional image be a reflection of your profession, and is it
Marie Kondo, self-proclaimed queen of the phrase “does it spark joy?“ recently told the press that she has more or less abandoned her organizational missives due to the fact that her three children are now taking up all her time
Prepare, prepare, simultaneously one of my favorite hymns and sales concepts! The lyrics in the hymn are spiritually-sage advise and the music is catchy – kinda like an earworm (the choir sang it in church on Sunday as we are
Dissecting a sales call is easy: Actually performing the dissection is the hard part. My advice: First, use your head, then follow your heart, listen to your gut, and lastly, move your feet! Engaging all parts of your anatomy will
The Purpose of the Purpose Story Your customers might be excited about what you’re selling, and they might be excited how you are selling it, but would they be more excited if they know why you were selling it to
“I think I canna, I think I canna”….. Remember that childhood story about the little train that could? The story was about teaching children to believe that they can do anything they set their mind to and conquer their fears
In my previous blog Storytelling: Salesmanship or Fantasy, we explored the Value Story for your company. In this blog, we will continue to understand why the Founder’s Story is important and how entrepreneurs use story to attract money, customers, and
I have often suggested that great salespeople know and understand the value of storytelling in the sales process. Do you actually know when to insert a story into the sales call? Let’s explore the types of storytelling and when to
Are successful people lucky? Or is their success a measure of hard work? Does hard work really matter anymore? One only has to look at industry news and lists of open positions to witness the sad fact that some people
Anthony Iannarino (my favorite sales blogger other than myself – LOL) said in his most recent blog, “Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to address
My family (specifically my Mom and I) have a recurring number. It might be a time, it might be a date, but it just might also be a random succession of digits in a row. Who knows? Every time I
