Everybody and their mother loves to tell us that we need to create value and differentiate but . . . How the heck do you do that? Can you say “Random Acts Of Coolness”? A random act of coolness is just that, something random, something unexpected and something that can “out cool” your competitors. Strap … continue reading »
Thanks to the internet our brand is challenged each and every day with the click of a mouse. It’s no longer inconvenient for people to shop to get a better price. It’s actually quite easy but . . . It doesn’t mean we have to like it nor does it mean that we have to … continue reading »
We’ve all been there . . . A good prospect meeting with gusts of great and then . . . A whole lot of nothing! No response to calls, emails and you’re in limbo! What’s an aspiring sales rock star to do? How about changing up some things on the front end to lower the … continue reading »
The time will come when we will cross a finish line at work and our working life will be done. Some people will bring with them, money, success and an accumulation of way cool toys but . . . It’s meaningless . . . unless you are able to bring the people, the relationships and … continue reading »
I’m assuming, unless you have some really good dirt on your prospects that you work hard for your sales. Unfortunately, a sale isn’t always a indicative of a “til death do us part” union. We know this as sales people, I mean things happen, right? But what about the client who files for divorce (or … continue reading »
If there’s one story that I’ve absolutely beaten to death on this blog it’s the one where my family and I went to Disney and the waitress forgot to bring my son’s lemonade. You had to see the look on this woman’s face when my son very politely pointed it out to her. She was … continue reading »
This one is personal folks! It’s the story I like to tell and I don’t like to tell. I don’t like to tell it because it has to do with a devastating failure I suffered back in 1995 and its not easy writing about it let alone talking about it but . . . I … continue reading »
By now you all have to know that I’m a huge advocate of giving away lots of free content. I’ve seen, first hand, how it can build a business because that’s exactly what I’ve been able to do with Castain Training Systems. I’m completely sold on the concept but . . . I think there … continue reading »
A few years back, when I worked for a very large printing company, I met a true sales rock star named Bruce Truitt! Bruce is one of the company’s top performers that I profiled for a best practices study and quite frankly, he’s a rare breed! I could go on and on about all the … continue reading »
For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can – … continue reading »
I look forward to hearing from you!
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