Selling Complexity Through Stories
How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours?The short answer is you don’t....
Predicting the Unpredictable
Corporate data is a powerful source of potential opportunity and competitive gain for every business. But unlocking valuable data from disparate systems such as...
Sell Me This Pen
A recent blockbuster movie ended with this request: “Sell me this pen.”
This seems to be an easy enough question to respond to. However, the...
Marketing Conversations Yield Conversions at Ricoh
Every day seems to bring marketers big new challenges. Ricoh is looking at several:
We need to keep increasing our sales performance despite a flat...
Selling and Negotiation Are Not Separate Skills
When I ask sales managers the most common mistake their people make when negotiating with customers the answer is always the same regardless of...
The Big Reveal
Open sourcing and Big Data are two business trends that, for all their popularity, don’t seem appropriate for blending. The former is focused on...
The Big Ticket
Viral videos beget copycats. The explosion of “David After Dentist” a few years ago continues to inspire camcord-toting family and friends to videotape someone...
The Winning Number is 3
One of the deadliest sins in most messages and sales presentations today is the tendency to say too much. Everyone in your company with...
Build Your Sales Stamina
As sales professionals, you know more often than not you are going to have to wait on many of your deals to close. Today’s...
How Poor Assumptions Killed a U.S. President
Most people view James Garfield as a mere footnote in history, that is, if they recognize the name of the 20th U.S. president at...
