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Traditional Sales Presentations Don’t Work: Three Science-Backed Reasons Why
Doing things the way they've always been done. Much of the sales profession is made up of steps, processes and tools that exist in the same form since the dawn of modern sales. Presentations have become the biggest culprit. Structured in the same way. Sellers...
Sales – A Trusted & Admired Profession? It happened before…it can happen again!
Sales & selling. Today, even through Covid, Gallup still shows the sales profession scraping the bottom of their most recent annual list of trusted professions...in the company of Members of Congress and Advertising Practitioners. Gross. As the proliferation of...
Text On Your Presentation Slides – The Nerdy Reason Why It Doesn’t Work
Text On Your Presentation Slides - The Nerdy Reason Why It Doesn't Work Do you remember being challenged as a kid to try to rub your belly and pat your head at one time? It was really difficult, right? Your brain has different processing centers, and when called upon...
How we subconsciously drive prospects from “I want it” to “It can wait”
For as much as my kids wanted ice cream last week, not even they wanted to wait in the long line that greeted us when we got there. “Can we just go home?” my 9-year-old daughter asked. My 8-year-old son quickly agreed. We were happy to oblige, seeing how many people...
Goal Setting: The Nerdy Details of Maximizing Your Odds of Attainment
Do you have an hour? Today? Maybe tomorrow or Thursday? Set a couple of personal & professional goals for 2021. Seriously. If you're serious about maximizing your own potential, this simple task is magic. According to a multitude of studies: - Your odds of...
Sales Leaders Prepare: Once this is over, do we send our sellers back to the office?
There's only one prediction that 2021 that, in my opinion, matters. We can all see it coming. There’s a consensus belief that with the beginning distribution of vaccines, the pandemic will end at some point this year, the looming question for sales leaders and sellers...
The Author’s Trigger – Taking the writing plunge
Two days ago, I was on a call with a group of really successful non-fiction authors. Business. Self-help. Psychology. Technology. Futurists... What was amazing to me is that the overwhelming majority never initially set out to write a book. They were all doing great...
Appointment Scheduling: The Nuances of Perceived Demand
Picture this. You’re walking down the street (post-Covid) craving a good coffee. Up ahead, there are two coffee shops you’ve never heard of...one on the left, one on the right. The one on the left looks empty from the outside. The one on the right, though, is buzzing....
Cyber Monday Lessons For The B2B Salesperson
Today is a huge day for the salesperson-in-the-form-of-a-website. i.e., the online retailer. For you, the salesperson-in-the-form-of-a-human-being, there are lessons to learn from what they are getting right...and getting wrong today! I believe there are three big...
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