Oscar Wilde penned a farcical comedy “The Importance of Being Earnest”, where the focus is to maintain a fictitious persona to escape the burdens of social obligations.
In today’s business world of trying to establish meaningful business relationships, Wilde’s characters behaviour is the antithesis of what we need to do. We need to focus on …
Today, I was reading a article on Inc.com and found a link to a short video titled 7 Lessons Richard Branson, Bill Gates, and Other Entrepreneurs Learned From Their Fathers .
The video caused me to pause and reflect on the biggest life lessons from my own father…
There were the basic ones, always be truthful and always be …
You’ll see similar articles posted everywhere, so I hope that I am not too severely overlapping someone else’s post.
Over the years, I’ve been fortunate enough to read many, many books on sales and persuasion. Some were memorable and I adopted many of their ideas; others not so much.
One of my favourite sales authors is …
Forgive the bad pun, but when it comes to the world of social selling Koka is the undisputed guru of the realm in my opinion.
Since he left the United States Army, he’s been involved in sales within the tech realm. He’s been focused on business development, sales, and social for over a decade. He …
It’s the “holy grail” and most traditional sales people want to know… when is the best time to cold call a prospective customer. If only we knew that magic witching hour that all of our unknown prospects were waiting to pick up the phone, accept our call and want to be sold our products… …
When you receive correspondence from someone you haven’t met before, what’s one of the first things you do? Do you Google them? Check out their LinkedIn profile? That’s what I do. If I receive a call, I am checking LinkedIn as we speak. When I am planning to make a call, or go to …
I was sitting having a coffee with a peer and he was telling me about a seminar he had just come from. He shared that the presenter quoted a statistic from a Microsoft study that indicated that the average human today has a shorter attention span than the average goldfish. I wasn’t shocked, too …
So much has changed in the last decade. Technology has helped buyers craft their journey to purchase without having to engage with sellers until the late stages of their process.
Do you know how your buyers are getting from the first step (“do I have a need”) to their justified decision? How do you manage …
