Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the … [Read more...] about Sales Process and Why So Many Salespeople Lose Their Way
What is the Sales Stack and Do You Need it?
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it … [Read more...] about What is the Sales Stack and Do You Need it?
Elements of an Effective Elevator Pitch
Why is your favorite sports team better than my favorite team? Why do you like your political party instead of mine? Why are you so loyal to the make … [Read more...] about Elements of an Effective Elevator Pitch
New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going … [Read more...] about New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow
Using the Most Powerful Sales Tool to Get What You Want
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as … [Read more...] about Using the Most Powerful Sales Tool to Get What You Want
Change in Approach Leads to 304% Increase in Sales Effectiveness
You're famished and someone suggests that you go on a 2-day fast! You're late, it's a two-hour ride by car to your destination and someone suggests … [Read more...] about Change in Approach Leads to 304% Increase in Sales Effectiveness
