Articles on managing sales and service

How to Save the World with Post-its

Think that’s a lofty title? The Post-it method helps you tap your creativity, focus effectively, plan and follow through brilliantly, and even sleep better at night. Who knows what that might lead to? The Post-it method is effective for creating work aids, and vital for creating training programs or comprehensive curriculum. It's perfect for prepping to [...]

How to Save the World with Post-its2024-01-15T15:57:22-08:00

The Post-it Method Step-by-Step

Materials You need a bunch of Post-its and something to write with. It helps to use just one size and one color Post-it. However, that’s not vital -- use what you have as long as they are large enough to write on. NOTE: Do not plan to use different colors or sizes to organize, prioritize, and [...]

The Post-it Method Step-by-Step2024-01-15T15:58:07-08:00

Why Colors and Other Personality Tests are Junk

“Personality” assessments have been positioned as business tools for many years. From Myers-Briggs, to DiSC, to the briefly 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. […]

Why Colors and Other Personality Tests are Junk2024-01-15T16:08:53-08:00

Rating System

Do not rate prospects you’re marketing to, keep these in a prospecting bucket. Do not rate prospects who have only scheduled the first sales conversation. Only rate prospects with whom you’ve had at least one actual sales conversation. Apply points as you uncover information and/or as things change. This lets you rate prospects throughout the process. [...]

Rating System2023-02-23T08:20:11-08:00
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