Return to site References! Getting more of them – to do more of them – and maximize the value of each!
You’ve got deals at the goal line. BUT – they’re asking for references. You feel like you’re overusing your existing references already. And, you don’t have enough other references to choose from and engage. What to do? Well, here are two easy-to-implement...
Who is the hero in your presentations?
Who is the hero in the stories you tell prospects? My wife & I went to an event on Saturday evening. While mingling about, there was a guy who clearly was his own biggest fan. Everything out of his mouth was about…him. He was the hero of his own stories, and...
Three Cyber Monday Lessons for the B2B Seller
It’s Cyber Monday; a term coined by my friend Scott Silverman along with his fellow National Retail Foundation (NRF) VP Ellen Davis back in 2005. At the time, many people were waiting until today (the Monday after Thanksgiving & Black Friday) to shop online...
Low Hanging Fruit: Transparent Sales Leadership!
Low Hanging Fruit: Transparent Sales Leadership! A couple of months ago, at a talk I was giving in Philadelphia, someone in the audience asked me a question: “What is the optimal sales compensation structure?” My response was what one called “an epic rant” on how much...