Talent – A Thing Or A Process?
A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, “Talent is an ability that is the result of process and effort.” Talent is not a thing....
View ArticleClik here to view.
Mom Was Right (…as usual)
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement: “Many of my references come from those I did no business with.” Being my normal, articulate self,...
View ArticleElevator, Escalator, or Twit-Pitch?
We all know how important it is to have a rock-solid elevator pitch. When you only have that elevator-ride’s-worth of time, it’s essential to pack a lot of content into two, at most three paragraphs....
View ArticleClik here to view.
Mom was right!
During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement: “Many of my references come from those I did no business with.” It’s a cool story… Listen… Mom...
View ArticleClik here to view.
Learning a thing or two about my own area of “expertise”
Every time I begin think I really have a handle on this whole sales and marketing thing, somebody comes along and makes me realize I still have lots to learn. Actually, that’s what makes my work with...
View ArticleClik here to view.
The fundamental core of differentiation and greatness
“To be really great in little things, to be truly noble and heroic in the insipid details of everyday life, is a virtue so rare as to be worthy of canonization.” –Harriet Beecher Stowe, American writer...
View ArticlePlease stop
Brace yourself. The sentence in the next paragraph has been specifically designed to make you uncomfortable, trigger your gag reflex and cause you to roll your eyes uncontrollably. Ready? We are an...
View ArticleChallengers 39; Relationship-Builders 7
As a sales pro, which team would you rather join? The one that scores 39 points or the one that can only score 7? (And does it make you a bit uncomfortable to reject relationship-building as your...
View ArticleClik here to view.
A story about GOOD customer service (for once…)
My Dreamland Radio co-host and I do a boatload of interviews. Given that, we have become pretty picky about the equipment we use. Sound quality is paramount, ease of use is critical (we’re both sales...
View ArticleClik here to view.
Amazon, B2B distributors, e-commerce and survival
When I think about B2B distributors, it’s hard for me to not think about Amazon and its move into the B2B realm. Just exactly how scary it that? Frightfully so, or ho-hum-who-cares? As with many such...
View ArticleYou Can ALWAYS Demonstrate Quantified Value
There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal. Think through the following. Percy and Steve are...
View ArticleCan A “Co-CEO” Arrangement Work?
In this interview, Ed Diehl, co-CEO of Concept Systems in Albany, OR discusses an unusual management structure, an unusual management style, a diverse set of customers, and a highly varied set of...
View ArticleA short course on differentiating your products & services
“We’re different.” Ugh… I hear that, you hear that all the time. Most times it’s just an empty claim. The sales books and gurus all tell you to differentiate yourself. I agree! But how does one go...
View Article
