Too many salespeople seem think they’re job is to go into an appointment with a prospect and sell them something (anything!), when in reality their job is to simply help the customer buy what they need. Too many salespeople apparently think that if they keep talking and talking and talking that they will eventually wear […]
There can be a lot of pressure to come up with an idea. The problem is weighing on you or your client, there is a priority on solving it, and you begin wracking your brain to force it to spit out a brilliant idea (and that creative technique always works SO well, right??) The idea […]
I find a lot of parallels between ideas, sales, and what is known in writing as The Hero’s Journey. The Hero’s Journey was a concept shared by Joseph Campell, a professor in literature who primarily worked in comparative mythology and religion. Campbell identified a common story arc containing multiple stages that runs through every compelling […]
I was recently watching a series on Netflix called The Spy. It’s based on the life of Israeli spy Eli Cohen and it’s a riveting, suspenseful series — but this post is about a quote within the movie that I found particularly interesting about plans and making mistakes. The following line is uttered by Eli’s […]
A friend of mine recently reached out on LinkedIn and told me that after a long career working inside a single company as a business development manager, their position was being eliminated. With more than 25 years of experience in coaching salespeople, one of the options they were considering was launching their own consultancy as […]
Just like you, I get a ton of emails and phone calls and LinkedIn messages from complete strangers reaching out to me for the very first time and asking me to do something for them — usually to return a phone call (or email) to entertain a pitch for their services, give them information about […]
I hear a lot of people complaining that they haven’t reached the heights they feel that they deserve. They don’t have the title they want, they’re not getting paid what they want, they don’t have the social partner that they want. They want to level-up, but they don’t want to pony-up what it takes to […]