All Entries in the "Fun-n-Stuff" Category

Getting Back to Basics vs. Outdated Sales Tactics?

There are those who say the old school style of selling is dead, “The way we sell has changed.” Then there are those who remind us to “get back to basics.”

You could say that both view points are valid… but how do you know when the basics are still the basics, or if you are…

Voice Mails, Gatekeepers, and Unresponsive Prospects

I recently had a reader send me some great questions regarding my strategies for leaving effective voice mails, dealing with unresponsive prospects, and working with gatekeepers.

I wasn’t sure if any of our other readers were dealing with these challenges (SMILE)… but I decided to “chance it” and share the Q&A with you!

6 Cold Calling Scripts that Win!

If you look at the Lijit search widget on the right side of my blog you’ll see that the most popular topic readers search for is… Cold Calling Scripts. I find it interesting because using scripts is one of those “BIG Debate” topics that sales people and their manager often argue about. In my very first management role I wanted everyone to, “say it just like I say it …word-for-word and you’ll close more deals!” I quickly learned it was the wrong approach. I got a lot of push back, and my sales people would always revert back to saying it their own way… That’s when it hit me.

The Problem with Leadership

Last week, I asked the question, “Do we have a leadership problem?” We received some terrific answers from everyone!

As promised, this week, I’m sharing my own thoughts on the subject. The biggest problem with leadership is…

I Believe In Miracles

I have a story to tell you about life. My wife and I went through three miscarriages in the last 18 months. We lost each baby around week six or seven. There is nothing harder than looking for a heartbeat that once was beating… and you know by looking at the monitors that things have gone terribly wrong. The nurse turns to you and says, “I’m so sorry.”

Although we already had two beautiful daughters, we really wanted another child. Our doctor encouraged us to make our own decision and told us there was no reason we shouldn’t try again. The decision was more emotional than anything else. Did we have the strength to mentally endure another loss?

The Biggest Question About Sales 2.0

Reader Q & A:

Is Sales 2.0 really about sales?

Sales 2.0 has been one of the big buzz words throughout 2009. What do you think… is Sales 2.0 really about sales? I look forward to your responses!

Social Media Strategy: 6 Areas of Focus for 2010

The last few months have been all about thinking… thinking about ways to keep getting better! Normally I write things down from the beginning, but this year for some reason, I delayed putting things on paper. As the new year approaches, I won’t delay any longer. I’ve put together a rough draft and thought it would be a good idea to share my strategic plan with you!

There are six key areas where I will focus my attention in 2010…

Half Rubbish Half Brilliant!

A couple of weeks ago I wrote an article titled, “Stop Selling Like You’re Walking On Egg Shells!” As usual, I received a number of great comments from readers. Among those comments came one in particular that really stood out. It said, “Half of what you say is complete rubbish and half is brilliant. I’ll leave it at that.” -Steve

You may think I’m crazy but, I’ve been smiling about this comment for weeks. In one short sentence, Steve captured everything that I want my blog to be! Of course I want readers to love everything I say, but I also want to write things that make people think differently than they did before.

33 Outrageous Things Managers Say About Employees!

I received this list in my email the other day and busted out laughing with each comment I read. I guess it’s funny as long as my manager isn’t saying these things about me. I knew immediately that I had to share it with all of my readers!

Surely these comments didn’t really come from actual performance reviews… at least you would hope not. What outrageous comments have you heard managers say about employees?

Competitive Warfare

Reader Q & A:
Are you speaking poorly about your competition? Is your competition bashing you?

I’ve known people who believe in creating doubt in the prospect’s mind by pointing out a competitor’s weaknesses. On the other end of the spectrum, I’ve known people who believe the exact opposite. They choose not to say anything negative about the competition…