What's Your Selling Style?

Posted May 29, 2013

When you work with your prospects/clients do you tend to be . . . More formal or conversational? Technical or do you “dumb it down”? More passive or more assertive? Do you like to chit chat or get right down to business? I could go on and on but there’s a much bigger point . … continue reading »

Waking Up With Your Smartphone

Posted May 28, 2013

IDC Research did an interesting study back in  March. They collected data from 7,446 iPhone and Android users between the ages of 18-44 and found that 4 out of 5 people check their smartphones within the first 15 minutes of waking up and . . . For 80% of them it’s THE first thing they … continue reading »

BBQ’s, Beers & Remembrance

Posted May 27, 2013

Every now and again, life has a way of delivering powerful messages via left hook.  At least that’s how it played out for me one day in a Memphis airport. My flight had been delayed so I moved to Plan B . . . earphones so I could tune out all the pissed off travelers. … continue reading »

Your Dream Is Scarier Than Joe's

Posted May 23, 2013

I was taking a drive to my favorite campground (and lending some really bad background vocals to a song on the radio) when it happened . . . Some dude in a really nice Corvette convertible passes me. The guy is happy as can be (as well he should be for being able to pass … continue reading »

“Send Me Your Information” Stall or Opportunity?

Posted May 21, 2013

Most sales reps consider the old “Send me your information” line as a stall or perhaps a substitute for “I’m really not interested”. I know many of you will push back for various reasons. Here are a few of them with my thoughts. “Why should I go through the effort when I don’t even know … continue reading »

11 Ways To Maximize Your LinkedIn Experience

Posted May 15, 2013

1)    Invitation Templates . . . don’t use them! You’re better than that! Nothing says “I couldn’t be bothered taking 10 seconds to write you a personal message” more than those boring templates. Want to stand out? Don’t do what everyone else is doing. 2)    Avoid “IDK’s” “IDK” stands for “I don’t know” When someone hits that, … continue reading »

Leveraging LinkedIn Groups As A Social Selling Tool

Posted May 12, 2013

Podcast Powered By Podbean Download this episode (right click and save) Everyone and their mother (they actually bring their mother with them) tells you to join LinkedIn and get involved. They tell you that its a great opportunity to build your brand and ultimately increase sales but . . . If you’re like me you’d … continue reading »

A Close Call With My Son

Posted May 10, 2013

I was  rushing to get things done so I could have lunch with my son when I received a phone call that no parent wants to get. My son was involved in an accident. Nobody was hurt and only minor scratches on both cars. He was lucky but I couldn’t help but think things could … continue reading »

The Funny Thing About Google Glass

Posted May 9, 2013

As many of you know, Google has a cool product it’s launching called “Google Glass” and it’s really funny. Not to me but to several people in the media and people in general who are making fun of it. But that’s not the really funny part . . . Most innovative ideas go through the … continue reading »

Did You Make Your "Gekko" Phone Call?

Posted May 8, 2013

There was an interesting scene at the beginning of the sales classic Wall Street. Marv turns to Bud Fox and says . . . “Bud, you forgetting something? “The Gekko phone call?” “Buddy when are you going to realize . . . big game hunters bag the elephants!” As a quick refresher, Gordon Gekko was … continue reading »

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