Imagine a tall, rugged mountain. So large in fact that it could be sectioned into four horizontal segments of equal width, as follows: 1. The top section is labeled: RATIONALE 2. The section beneath that one is labeled: DESIRED OUTCOME 3. The next one down is labeled: APPLICATION 4. The bottom section is labeled: STUFF... More »Why Leaders Must Fight Gravity
This is the third post in a three-part series about building online and offline relationships. In Part One we discussed how blogging can strengthen your credibility with colleagues in your local community. In Part Two, I shared my story of building my local network by starting online and then continuing those relationships in person. Now,... More »Once You’ve Met, Then Connect – Taking Your Local Networking Contacts Online
As much as sales people try to sell solutions or sell value, too often they fall back on great products. They focus on product, features, functions, feeds and speeds. Recently, I saw a “sales playbook” from an enterprise software company. It was 121 pages, of feature by feature comparison of their product to competition, “Our... More »Try Selling Sand
A few years ago, a client called me very frustrated. He was the CEO of a large company, he’d been traveling in the field, visiting customers and sales people. He told me of a ride-along with a sales person in Boston. Proudly, the sales person was talking about a large system he had just sold.... More »Deal Value Or Buyer Value?
I ask for and receive a lot of requests for introductions. Whether it’s someone at a company looking for a partnership or job, an investor, a journalist, or someone else, it’s an integral part of pretty much any profession. At the same time, such requests often arise in the least efficient way possible for the... More »A Better Way to Ask for an Email Introduction
Your weekly review: It’s right there in your calendar, every Thursday from 2 p.m. to 4 p.m. Setting that time aside worked really well at first, but lately you’ve been getting pulled from project to project. And lately, Thursday afternoons seem to get consumed by more pressing tasks, from getting invoices out to managing customer complaints. More »Are Your Priorities Getting Enough Attention?
Rework is a book by the founders of 37Signals, a company based in Chicago. I’m constantly reading books, blog posts, and articles about how to be more productive and efficient. There’s no shortage of books on personal productivity but I felt compelled to pick up Rework after seeing the authors speak in person and in... More »Top 5 Sales Lessons from “Rework”
Have you ever wished that there were more hours in the day? Did you know that there are only 24 hours in the day and most of that time is done doing things that don’t get you anywhere? For example, sleeping is very important in order to function the next day, however, it doesn’t do... More »Increase Your Time By Maximizing Your Efforts
HTC One vs Blackberry Z10 Which Is Faster Better Benchmark? More »HTC One vs Blackberry Z10 Which Is Faster Better Benchmark?
LG Optimus G Pro vs HTC One X+ Faster Better Benchmark? More »LG Optimus G Pro vs HTC One X+ Faster Better Benchmark?
I’m Sorry If you follow me on twitter or instagram you’ll see I share a lot of information pertaining to wearable computers. Specifically the Pebble watch and Google Glass – the first commercially popular examples of wearable computers. I’m here to tell you that I’m sorry for distracting you with this hype – I can’t... More »4 Reasons Why Wearable Computers Are OVERHYPED
When most of your merchant services leads seem to come from prospect’s wanting the same thing over and over, you can be really prone to surprise. That is not a bad thing but you should be prepared for what can come next when one of your recent sales leads comes from a prospect who is... More »Merchant Services Leads From Prospects Trying Something New
LG Optimus G Pro vs Blackberry Z10 Faster Better Benchmark? More »LG Optimus G Pro vs Blackberry Z10 Faster Better Benchmark?
Sometimes sales leads can feel like finding needles in a hay stack. When you have to go through so many business contacts and long lists just to hear a positive, you have to wonder just who in their right mind would want to do that all day? Well, like it or not, somebody has got... More »Are Sales Leads Like Needles In Haystacks?
I’m a sucker for Sherlock Holmes. Have been since I was a very young child. I was reading a friend’s review of the complete works on Goodreads and I thought, “Would Holmes’ services be necessary today, given that so much information is available via the Internet? For example, Holmes claimed to be able to identify 243 types... More »Deducing Ways to Appeal to Today’s and Tomorrow’s Business Leaders
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