Sales Consulting and Services
One hacking news story after another; some people don’t give it much though and others are completely alarmed. Recently North Korea was suspected of cyber attacks on South Korea and the US. Some months ago, it was reported that a “foreign interest” had been probing the US electric grid for months looking for weak targets [...]
Confess: this headline is an attention getter. Peter Hecht used this headline on a piece published Sunday in the Sacramento Bee. There are many in Silicon Valley offering to work for no pay and a chance to start over. Mr. Hecht chronicles the efforts of a 39 year old Stanford MBA entrepreneur. Technology gurus in [...]
Asking a small business owner if she wants to grow is like asking a farmer if he wants summer rain. Of course they want to grow… right?? Well not so fast. First – there is nothing wrong with a small company staying small. As long as they are profitable, paying the bills, and enjoying life,why [...]
Part of the social network phenomenon is the open sometimes not so subtle competition we all feel. We frequently check our web site’s SEO ranking and our blog ranking. We now have tools to rank our Twitter success. Talk to any regular contributor to Twitter for more than a few minutes and eventually they will [...]
Nothing is more entertaining than watching a movie or TV show where 2 skilled attorneys battle in front of a jury. One of the most powerful scenes comes from the 1992 movie “A Few Good Men *” when Navy Lieutenant J.G. Daniel Kaffe, played by Tom Cruise, takes on witness Marine Colonel Nathan R. Jessep, [...]
Recently I was asked why I prefer to meet my sales coaching clients in person. Yeah, there is certainly a lot of business (coaching included) conducted over the phone and internet. I actually do a lot of that myself. Yet my sales career and success has constantly been influenced by my ability to read the [...]
It is as routine as sunrise, a new company is founded on a product idea, believed by the Founder to be eagerly embraced by the market. After 6 months has passed, with little revenue produced, the Founder, investors, and employees are crushed by debt. You can see them in the coffee shop lamenting their situation [...]
Is Selling a real “profession”? According to some purists, it is not. But, those of us who are sales professionals will argue that one. It does lead us into some thought about what makes a sales person a “professional”. OK, here is a go at it. You have been doing the job for more than [...]
The public discourse on the subject of “commission only” jobs can be coarse and is normally very lopsided against the idea. Let’s take a more balanced and reasonable look at it. We all know about the world’s first profession. But did you know it was for commission only? Jobs paying only commissions have been around, [...]
Column Fodder sounds like a term used during the Civil War to describe the soldiers at the front of the marching column. Perhaps a better term would be Cannon Fodder. In the blinding smoke and confusion of battle, the army columns moved forward toward each other, unable to see the enemy but advancing ever still. [...]
