Very recently I witnessed a large company make a conscious decision to chase revenue instead of relevance. This company had proven year after year that they could generated ever increasing amounts of money by delivering (and charging for) the results that come from executing unique ideas that led their clients to prosper. They had a record-breaking year […]
NOTE: Just a few hours after I posted this entry and promoted it with a tweet, I received a stellar response from Cassie, a member of the DSC customer service team. You could tell she’d actually read the entire post and looked past my bits of whining and totally “got” what I was trying to […]
People know I’m a huge fan of Gitomer’s coolest sales toy ever — Ace of Sales. I liked it so much that I wrote an ebook sharing 52 ways to use Ace of Sales more creatively to brand yourself with clients, stand out from the competition, and to increase sales. I liked it so much […]
We all need pushy friends. Not pushy in the way that is annoying and obnoxious, but pushy in the way that makes you reach further and achieve more by pushing you out of your comfort zone to enable that growth. I have a new friend named Adrienne who not only challenges me in every conversation […]
Customers are curious. Customers like to “know” things. Let customers peek behind the curtain of your business to see how the magic is accomplished. The Wizard of Oz only succeeded in frightening and aggravating his prospects when he tried to make himself appear to be the big man and impress them with how big and powerful his organization was (we’ve been in business for 100 years, we’re largest supplier of Munchkin Mufllers in the west, etc.), but once his buyers expressed doubt all his bragging evaporated into a puff of smoke.