Horatio Nelson had a problem. The British admiral’s fleet was outnumbered at Trafalgar by an armada of French and Spanish ships that Napoleon had ordered to disrupt Britain’s commerce and…
Death of the Salesman
Marketing of business-to-business (B2B) solutions has clearly become more difficult over the past several years. This is evident in research undertaken with the International Data Corporation (IDC), a global provider of market intelligence for the information…
To Outsell Them, Outwork Them
“I’ve had smarter people around me all my life, but I haven’t run into one yet that can outwork me. And if they can’t outwork you, then smarts aren’t going…
This Way Out: The Exit Interview
Exit interviews can be extremely helpful in improving and gaining a better understanding of your organisation because they are likely to generate candid feedback. You may find that some items were resolvable with prior information but…
The First 90 Days: Critical to Management Success
The first 90 days in any job are critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organisation over a much longer period. Everyone knows this; unfortunately,…
Creating Stronger Value Propositions
One of best ways to waken a prospective customer out of their “everything is okay” slumber is to “jolt” them with a statement about the significant difference your offering can…
Powerful Words Inspire Powerful Change
“Carpe diem. Seize the day, boys. Make your life extraordinary.” – Dead Poet’s Society These powerful words spoken by Robin Williams’ character in the 1980 movie inspired a group of…
Selling to the Competitive User
Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic issue…
Rules for Time Management
Do you have trouble getting started with prospecting first thing in the morning? Are there always five or six distractions that take your attention away from the most important task…
Unleash the Power of the Anxiety Question
A sales rep was trying to get a meeting with a CEO of a company. When he called for an appointment, the administrator said that the CEO was not taking…