Avoiding the ‘Just Another Vendor’ Trap

We live in the era of the vendor. Any given company is probably working with a number of vendors, from outsourced tech support to marketing agencies, who in turn may have their own subcontractors. The competition for business is intense.

You, too, can be a productivity expert

With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New Yor

Managing Millennial Reps

As it probably does for many of us, the day I realized I was no longer the “young guy” at work came as a rude awakening. It happened once I began to build and manage my own inside sales team, which was made up of 20-somethings.

Doing What You Love

As soon as I get this issue off to the printer, I need to write my son a letter at the University of Nebraska, where he’s finishing his second year of studies.

Can Your Salespeople Articulate Value Or Does It Sound Like Magic?

After nine years working with companies on sales messaging, I have found that the number one inhibitor to salespeople articulating value is that they don’t create enough contrast between the before and after word picture of owning their product.

Digital Lift

There’s a big difference between being a rocket and being shot out of a cannon. Today, 95 percent of all digital marketing programs are the latter.

Marketing That Gets VIP Meetings

A Fatal Miscalculation

We’ve all heard it before — you can’t sell something to someone who isn’t buying. It sounds reasonable enough, but it’s not necessarily true.

3 Reasons Sales Leadership Is Getting Messy (And How to Clean It Up)

Sales leadership has never been easy. I once heard a senior vice president of sales refer to the job as carrying “a carrot and a baseball bat because a stick isn’t enough.” Of course this is a bit dramatic, but motivation was a large part of the job.

Two Leadership Equations That Deliver Growth

Growth is something we must nurture and generate, not just passively wait for it to show up (though sometimes it does). We must make it happen, and be in a position to capitalize on it when our entry point comes.

Underperformance and How To Fix It

Saying there’s an underperformance problem in sales is a bit like saying there’s a salinity issue with the ocean. Sales wouldn’t be sales if there were no hitches in executing your message, maintaining good habits or moving your opportunities ahead.

New Age Product Sales Training for New Age Salespeople

If you have been in sales for as long as I have been, you notice the changes taking place in the selling world – particularly the challenges faced by the younger sales force.

Connecting With Customers In a Way That Scales

There’s no doubt that our emotions have a large effect on our buying behavior. There’s the pride of ownership, the desire for comfort, the fear of “missing out,” and many other customer emotions that a marketer or salesperson would recognize.

Drive Results by Selling Change

You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation.

Look Who’s ‘Carrying a Bag’

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