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Sales

Big Brains

October 16, 2019
Big Brains

If We’re So Smart: Lately, there have been many articles on most media platforms about how we humans are purposely manipulated by other humans. On the surface, that seems a bit crazy. After all, we are the most intelligent species on earth, right? Yet, we see suckers being born every day. The Silly Season Let’s […]

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On The Other Hand

March 20, 2019
On The Other Hand

HBR on Retail: An article in the Harvard Business Review (HBR — Jan/Feb 2019, pg 72) suggested that the brick and mortar retail industry is “squandering their most potent weapons” against their e-commerce competition. The author suggests that the hidden advantage is in the store is salespeople. I’m afraid I have to disagree. The rest […]

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Book Review: 1-Page Marketing Plan by Allan Dib

January 2, 2019
Book Review: 1-Page Marketing Plan by Allan Dib

Persuaded: I will admit that I picked this book up with grave misgivings. I was asked by the author’s assistant to review the book but declined to do so. Coincidentally, a week later, one of my clients was looking for a way to get his leadership team on the same page when it came to […]

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No Salesperson Needed

August 29, 2018
No Salesperson Needed

A Tale of Two Purchases:  We — my wife and I — do not make large purchases very often. Recently, however, we found ourselves in the position of having to replace our two aging, high-mileage cars. And we had two very different experiences. One was salesperson-intensive. One was not. In both cases, we knew exactly […]

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Monkey Business

April 11, 2018 0 Comments
Monkey Business

Capuchin Economics: M. Keith Chen (now at UCLA) studied the economic activity of Capuchin and Tamarin monkeys. What I find fascinating is that he first taught the monkeys how to use money (in this case, metal washers) to trade. It took a while, but they learned the value of money for trading. They learned to […]

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To Sell is Evil

November 15, 2017 0 Comments
To Sell is Evil

Triggered: I admit it. I get triggered over this topic of selling. This site has several posts on how I believe technology and values have, and are, changing around the discipline of “selling.” And just for the record, I spent many years in B2B technical sales as well as marketing. I didn’t feel I was […]

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Poached Eggs, Customer Service and Sales

December 14, 2016 0 Comments
Poached Eggs, Customer Service and Sales

Here’s the story. I was fixing our breakfast when my wife asked why I wasn’t using the microwave egg poaching device she had recently purchased as a gift for me. Well, frankly, I had forgotten about it and had strong reservations about its efficacy. So I wasn’t all that interested in trying it out. Maybe I […]

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Authentic Selling – Oxymoron

September 28, 2016 0 Comments
Authentic Selling – Oxymoron

Oxymoron “Wait,” you ask, “Are you suggesting that a person can’t be authentic and also sell?” Well, yes. And I’m not alone: “Of course, the idea of using authenticity to sell something is kind of self-contradictory and ironic, because the whole point of being authentic is not being strategic but instead behaving in a way […]

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To Sell Is Unethical

July 20, 2016 0 Comments
To Sell Is Unethical

Well, I suspect that title got some emotional responses. I am sure to see many emails from my friends in sales. So I might as well get started. Sell: to deliver or give  up in violation of duty, trust, or loyalty and especially for personal gain Betray – often used with out <sell out their […]

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Sales Forecasts and Actual Sales

February 17, 2016 0 Comments
Sales Forecasts and Actual Sales

In my experience, sales forecasts and actual sales have little correlation. This topic came up recently as several colleagues and I discussed what appears to be a panic push for more sales activity from the sales team. The trouble is, many are still clinging to the old model of sales and most of us agreed that […]

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