Blog Comments: Back in 2002, as I was first going out on my own, one of the first things I did was build a website. It wasn’t terrific, according to today’s websites. It was mine, though, and it carried the messages I intended. It also allowed me to do some writing in the form of Blog Posts. I set things …
Sharing Before Caring: Recently I was in a meeting with two other well-established service providers. These are successful men (yes, it happens all three of us are male); at least I believe many would consider them to be successful. The conversation turned to how difficult it is to get potential clients to “pull the trigger” and hire them for their …
The Comcast saga (by now you’ve heard the story a bazillion times, right?) won’t go away. It infuriates me. When will we learn that what gets measured gets done and that we get what we pay for? It’s not rocket science, yet we seem not to learn the lessons. Comcast measured and incentivized people to retain customers and upsell. They …
This topic keeps returning to our conversations. It’s like that proverbial bad penny that keeps showing up (Bad Penny: A person or thing which is unpleasant, disreputable, or otherwise unwanted, especially one which repeatedly appears at inopportune times–definitely NOT Penny my wife.) The latest conversation on sales got started with the bad news that Black Friday was significantly below par and Cyber Monday isn’t going to help. Many pundits are …
The surprising truth about moving others. There are many volumes written about sales. There are myriad training courses on sales and how to be efficient, effective and at the top of the heap at the game of sales. This book is not like any of the ones I have read prior to this; nor is Pink espousing any of the usual …
For years, I have believed that there was “something missing” in the sales programs to which I had been exposed. Despite all the words to the contrary, the many programs seemed manipulative with the focus on “getting the order.” The many different incentive programs I’ve seen employed simply drove that point home. It was always in my sales team’s best …