Reports of phone phobia among younger people are numerous. Is this scourge affecting Millennials and the alphabet generations the same way it ails older people? The answer is yes and no. The no part is that the end result is the same: not making calls, or being less successful with calling. However, the reasons behind fear [...]
I’ve covered problems with the concept of “warm” calls at a tactical/caller level elsewhere. This article heads to the C-suite to cover one and one-half strategic problems summed up this way: “warm” brings “cold” with it. […]
“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the recently popular Colors, these supposedly help us better understand and communicate with others—including sell to them. Before covering why such tools are often counterproductive in selling, I want to address their unintended darker side. […]
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, drop me a line to add your own. [...]
(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 [...]
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 [...]
