by David on September 21, 2011
It dawned on me the other day how often we end our fact finding missions without asking that one key question. The one that could solve the case, crack the code, and get to the kernel of the truth. It’s amazing how asking that one final key question can make all the difference, and often [...]
by David on September 1, 2010
What have you done for me lately? That’s the world we live in after the great financial collapse of the 21st Century, especially for sales reps looking to make a change in their career. Years ago, a successful sales professional could write their own ticket when it came to compensation from their new employer. They [...]
by David on June 27, 2010
Chris Farley remains one of my favorite comedians of all times. Not only was he one of the best with his physical humor, he’s one of those guys that gave 100% no matter what size venue or appearance. What makes him so unique is that he took a perceived weakness (being obese) and ran with [...]
It’s funny how we take one simple concept like “Sales” and engineer it to death. Nowadays people talk about consultative selling, offering options for clients to choose from, and yes…problem solving. If you’re trading a product, service, or intellectual property for money, you’re a salesman. Don’t worry, you can wash it off with soap and [...]
by David on March 30, 2010
Who isn’t guilty of starting a project only to see it half complete before moving on to a new one. It’s kind of fun starting projects both big and small. Most of the time we haven’t thought through the entire plan and now we’re seeing the same problems occurring on the Internet. More specifically, I [...]
by David on March 27, 2010
Ever think about what makes a good salesman? Not necessarily the traditional salesman selling used cars or life insurance. I’m talking about the person who is responsible for making things happen. In a way, aren’t most of us sales professionals? Think about your current situation. Are you responsible for selling ideas, a product or service? [...]
