The Credibility Gap

Dave Kinnear 1-On Leadership, 4-ExtPost

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 …

http://www.youtube.com/watch?v=u6XAPnuFjJc

Is Everyone Selling? Then You’re in Trouble.

Dave Kinnear 1-On Leadership

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 …

Black Friday

Selling yourself

Dave Kinnear 1-On Leadership

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 …

Trust Based Selling

Book Review: Trust Based Selling by Charles Green

Dave Kinnear 1-On Leadership, Book Reviews

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 …