As a seller, I’ve had the opportunity to experience some fantastic sales training and SKOs (Sales Kick Off meetings) and I’ve also experienced some really terrible ones. The terrible ones stick with me as I think about the tremendous cost per hour to have your sellers all in one room
Read MoreWhat Are Keywords? Keywords are the words you and I use every single day as we search on Google, Bing, and other search engines. In most cases, you have a question, and keywords lead you to the answer. A search engine uses your keywords to populate search results that best
Read MoreBeing an account manager, or a business owner, for that matter, is like being a master juggler—up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business
Read MoreHere’s a new approach to the profession of sales. For years, we’ve seen the reputation of sellers slide into a negative, pushy obnoxious stereotype of the “don’t-take-no-always-be-closing” pushers portrayed in movies such as The Wolf of Wallstreet, The Boiler Room, and Glengarry Glen Ross. Personally, it pisses me off that
Read MoreI know you want to keep your customers, especially the ones that are a great fit for your business. If you're reading this, you either want to be proactive about keeping them, or you're already experiencing losses and looking for a way to make it stop. In both cases, this
Read MoreLet’s do a reality check. Your customers know if you’re showing up for all the wrong reasons. They can smell it. Even on the phone. Self-serving sellers show up for all the wrong reasons. It’s what goes through buyers’ minds when they pick up the phone: “Is this person going
Read MoreCustomers want two things in a transactional relationship: to get what they paid for and to be treated like a person. Treat your customer like a number on a spreadsheet and that’s exactly how they’ll treat you. Before you know it, they’re out the door and buying from a different
Read MoreContent marketers and business owners listen up: it’s time to grab that microphone. Podcasts are booming, and there are no signs of them slowing down. Part of our responsibility as marketers is to leverage appropriate channels to communicate our brand message. If you’re not taking advantage of audio, you’re missing
Read MoreEverywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer—such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to
Read MoreI can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves
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