Published: Thu, 13 Oct 2016 12:57:55 GMT2016-10-13T12:57:55Z
Thu, 13 Oct 2016 12:57:55 GMT2016-10-13T12:57:55Z
I was sipping a large frosty glass of beer in the hotel lobby, getting ready to head home after speaking about business growth for a group of entrepreneurs. That's when Chris approached me.
Thu, 06 Oct 2016 12:34:15 GMT2016-10-06T12:34:15Z
Lots of people have been sharing their #firstsevenjobs on Twitter recently, so I thought I'd chip in. I initially started with short stints working as a babysitter (not my thing), helping in a bakery (fattening) and selling snow cones at the state fair (fun).
My sales career really kicked off, however, when I landed a job as a server at Uncle John's Pancake House. Three restaurants and seven years later, I capped off my waitressing career at the Ground Round. (Yes, that's me on the left. It was on the front page of our local newspaper when I was 21 years old.)
Tue, 20 Sep 2016 14:02:04 GMT2016-09-20T14:02:04Z
The theatre at the Sundance Film Festival was packed. I’m sure I wasn’t the only one who felt that NUTS!, the documentary we were about to see, was probably overrated. I feared I’d be soon be squirming in my seat.
Thu, 15 Sep 2016 16:28:32 GMT2016-09-15T16:28:32Z
Recently I had a chance to interview Mark Hunter, author of new book High-Profit Prospecting. I’ve known him for years. His stuff is good.
If you're looking for ways to be more effective at prospecting and to get better sales leads, listen in on our recent conversation. I promise you’ll learn something!
Tue, 30 Aug 2016 13:51:51 GMT2016-08-30T13:51:51Z
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.
Tue, 23 Aug 2016 12:18:18 GMT2016-08-23T12:18:18Z
How many "stuck" opportunities are you struggling with right now? If you're like most sellers, these prospects drive you nuts. They don't reply to your emails. They fail to return your calls. You even begin to wonder if you misjudged their interest.
Thu, 11 Aug 2016 15:13:53 GMT2016-08-11T15:13:53Z
Several weeks ago I keynoted an actuarial conference at one of the Big 4 accounting firms. These really smart people spend their days analyzing data and calculating risk.
Just the thought of “selling” makes most actuaries cringe. They view people who do it as slimy, manipulative and disgusting—not at all like them. Yet their leadership team very wisely realized that future growth depended on them acquiring these skills.
Tue, 26 Jul 2016 19:30:30 GMT2016-07-26T19:30:30Z
Anyone who has ever taken a nightmare sales job can, in retrospect, detect some warning signs. But they didn’t pay attention to them. Or, they hoped they were wrong. Or, they were scared to not have a paycheck. Desperation and seduction can easily override good sense.
Tue, 19 Jul 2016 11:34:43 GMT2016-07-19T11:34:43Z
Are you one of the 5.4 million sellers* worldwide who suffer from seasonal callergies?
Thu, 07 Jul 2016 14:57:07 GMT2016-07-07T14:57:07Z
To stay on top of your game, you need "deep reading"—the kind that engages your brain. Books are the key.