This week marks the start of the last quarter of the year for most businesses. There are holidays, parties, vacations and lots of fun to be had between now and 2016 but don’t think that letting off the gas now and coasting is going to get set you up to

When did you experience your first or most impressive blow of rejection? Was it being picked last for kickball? Denied by your crush for a date to prom? Not getting into your first choice college? Or losing a job to a more qualified candidate? Most of us have complicated and

We spend a lot of time and energy writing and discussing how to attract and sell to customers. Our focus is primarily on the top of the funnel – generating “at bats” for our customers and readers because if you bring the right product to the right people at the

I’ve heard every conceivable combination of titles and explanations that dance around the inevitable conclusion that a person is selling something. Give me a title, a business, any role, and I can tell you what they are selling: HR Director—Sells employee buy in, job satisfaction, order and processes Nail Artist—Sells

What do Monkeys have to do with building relationships to increase sales? A lot, actually. Stick with me here. In the 1990’s, British anthropologist, Robin Dunbar, studied primates and found a correlation between primate brain size and average social group size. By using the average human brain size and extrapolating

Last week I attended a fantastic entrepreneur conference in Nashville, 3686South, hosted by Launch Tennessee. The conference was full of innovative, bright, and energetic entrepreneurs, tech incubator talent, sponsors, and investors. Let me just give you a brief rundown of what made this 2+ day event so special—because you’re going

Selling to the small or mid sized business owner? That’s about as easy as pinning Jell-O to a wall, right? Business owners have 4,329 priorities in front of you, so how does a sales pro sell to the small and mid sized business? With the sheer volume of opportunities, small

In the last post, we talked about how to make your sales presentations better—improving the focus of the content and delivery. This week, using more examples from our clients, we present a more specific context of your proposals—a mistake that’s made quite often when we listen to sales pitches which

Seems like a weird question I’d ask in a “professional” setting, right? I mean, unless you’re a 3 year old or a perhaps an inebriated frat pledge at a Toga party (do they still have those?) you’ve probably never walked out the door without your pants. But perhaps you’re doing

For years, to become better at sales and selling, sales people and business owners have focused on closing techniques or perfecting their pitch and offers. With the big flip in control of the sales process transferring to the buyer, in order to become better at selling now, we must study