9.14.2011

Beating Selfish Selling with a “Dying” Business Plan.

Selfish behavior is never an attractive quality. Whether it’s a room full of toddlers fighting over the same seven toys or a manipulative sales executive pressuring you into making a decision that you are uncomfortable making, selfishness is repulsive.

8.4.2011

Giving as a Business Strategy.

We’re pretty good at giving. Especially when it’s convenient or socially popular.

6.9.2011

Controlling the Idiot Inside You.

There seems to be an idiot inside of us that is always about two drinks away from strangling our common sense and rolling back the progress of a thousand amazing achievements we have accomplished. No matter how sophisticated or degreed

5.17.2011

Why Buyers Hate Your Sales Presentation.

Somewhere between the evolution of the cave man and the invention of the Model T assembly line, the sales presentation became the mode of pitching somewhat interested buyers on the possibilities of spending their hard-earned dollars on our products. You’ve

5.4.2011

Selfishness, Sales, and the Sad Excuses We Try to Justify.

Selling has evolved into a Grade-A contact sport. We might like to call it negotiation or client strategy or creating “winning solutions”. But it’s something much more personal. It’s a battle of wits. Where losing isn’t as simple as putting

3.29.2011

Belligerent Client Badgering and Selfish Robo-Dial Relationships.

Customer contact isn’t the same as customer conversation. Somehow we’ve confused messaging with attitudes that matter.

3.16.2011

Don’t be a Small-Business Jerk!

Sales people and small business owners can be some of the most selfish people on the planet. Now before you get all wound up and remind me that you are the one taking the risk and “stepping out there”, let’s

2.8.2011

Confused? 28,800 Reasons Why Buyers Don’t Email You Back.

It’s a universal problem. You spend time researching a prospect, developing referrals to get an introduction, honing your pitch, and scheduling a demo. It takes days, weeks — sometimes even months. And then you when email the buyer back, you

1.20.2011

Stop Being so Damn Selfish.

Selling doesn’t need to be all about you. Sure you have a pitch, a platform, a process, and a big fast prize when you bring it all together into a “deal”. But despite your perspective (and all the pressure placed

12.22.2010

Why Selfish Sales Guy Behavior Makes us Avoid You.

No one likes being around selfish people. A selfish sales person is much worse.