The Transparency Sale Blog: Newsletter Style
Let me know what you think of this format. Instead of a straight-up post, there are a few topics worth bringing to your attention…so today I’m doing this newsletter style: Topics worth taking a gander at… How the Internet has made plagiarizing...
Breaking through the white noise in email prospecting – just ask…
Quick idea for you…hope it helps! If you have to engage in email prospecting as a part of your role, consider this: As an individual moves up in an organization, the volume of inbound email they receive grows. Your senior leadership team is likely getting many,...
Magnetizing your conference booth the counterintuitive way
Is it still a good idea to staff your conference booth with salespeople? By now we all know that, as human beings, we’re wired to resist being “sold to”. We want to be in control, want to choose what we evaluate, and want to be able to confidently predict what our...
What happens when the learning stops?
Over the weekend, I saw a post on LinkedIn from a long-time veteran of sales. It started in all caps, questioning why anyone cares about books like The Challenger Sale, SPIN Selling or any others – as he hasn’t read any, not knowing what they were until he...