(Excerpt from book) My favorite cold calling myth is this one: calling B2B is different from calling B2C. The idea behind this myth is when calling business owners, C-suite, and other executives we need to use a sophisticated approach because these guys are intelligent. We need to get right to the point because these guys are [...]
Few people are aware that Rod Mckuen, Emily Dickinson and Theodor Geisel were in sales before they hit it big as poets. Let's honor their hidden legacy -- and have some fun -- with a sales poetry slam. Be it in iambic pentameter, haiku, limerick or free verse, add your own using the Contact form. Haiku [...]
Welcome to the blog on our new website! This new site runs on a spiffy new version of WordPress, which is not directly compatible with the version for our old website. This means almost all images have to be re-edited and re-inserted. With a ton of articles in the blog, it will take us a while to do [...]
How did Shawn Greene, salesperson, add "instructional design" to her toolkit? Here's the scoop: "After many years as a high-performing sales rep I became interested in why sales methods work or fail, and how to teach others to thrive in sales. This inspired a transition into training, a role that allowed me to apply a broader range of [...]
Several months back, I posted a simple question in two LinkedIn ATD groups: Articulate or Captivate – which do you like better, and why? I asked because I wanted to refresh familiarity with these apps. Though I had used Captivate and Articulate in the past, it had been about five years (just so happened they weren’t [...]
