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
1.26.2011
Passive Aggression. And Why Babies Know Better.
Even babies know better than that. They are masters at “growing up”.
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.
12.2.2010
Why You Need to be Standing at the Edge of Explosion.
Success (always) comes to those standing closest to the edge of explosion. You just can’t help it.
11.11.2010
Why Prospects Hate to Deal with You.
Most of us hate dealing with sales people. OK. Maybe that perspective is a little too harsh…
10.19.2010
Why We Do The Ridiculous Things We Do.
Ever notice how despite our best intentions we end up acting like idiots every once in a while. It’s like we snap. We’ll wearing the right clothes, saying the right works, mixing it up to the appropriate socially-acceptable levels.
10.12.2010
Why The Facts Don’t (Really) Matter.
“Is that a fact….?” You’ve probably been asked that quite a few times over your lifetime. Professors. Parents. Your priest. They all care about “the facts”.
10.7.2010
Why Making Bad Decisions Is Costing you Sales Success.
Let’s face it. We love to be illogically irrational. In spite of our experience, talents, and ability to perform at high levels, we seem to be unable to escape our penchant for making bad decisions. And it’s these choices that
9.14.2010
2 Edgy Reasons Why Belief (in Yourself) is Your Real Battle.
Belief. It’s not half the battle. It’s pretty much everything. Ever found yourself pacing in front of the bathroom mirror wondering if you lost your mojo? Wondering if this time you just might not make it?
