1.27.2010
No. I'm Not Like That.
We hate to be misunderstood. Better yet, we can’t stand over-hearing (in someone else’s casual conversation) that our motives or intention suck. How many times have you been in a conversation with a bunch of people when you thought you
1.5.2010
Yep… Your New Year Resolutions are Worthless.
It’s that time of year again where we take stock of our poor performance from last year and write down blissful wishes for what we want to make happen this year. It actually a pretty worthwless activity…
12.1.2009
The Hardest Sale of Your Life
I was in a conversation with a close friend last week about some serious matters when I just stopped everything I was talking about and simply summed it up by noting:
11.25.2009
Obsessively Searching for Stellar…
Many thanks to the dozens of you who have sent me kind messages over the last two weeks asking where The DEW View! had gone. Nowhere. I just didn’t have
10.28.2009
How to succeed when your life life kicks the @$%*# out of your sales life
Sometimes life throws you a curve ball. Things blow up…. bad. You get beaten up in your personal life and it starts to affect your chances at closing deals.
10.21.2009
(Illogically) Help Me Be Your Customer
Think through the mind of your customer… and ask yourself if you are “illogically” wooing your customer. Are you doing what no one else will do to make them successful? Are you working to guarantee that your customer hits a
9.29.2009
Stop Shouting at Me.
Since when did we as business people decide that having conversations was too much work?
8.19.2009
It's your fight. Come to play.
It you have been in sales long then you can appreciate when I make the observation that SALES is a fight. It require discipline, dedication, and dogged training. To be the best (or even get better) you have to
8.7.2009
Myth: Thinking Actually Helps
High-performers in the world of “deal making” share the universal quality of self-assessment. It’s an internal process of strategically measuring the inputs and outputs of a process or idea (or just “what went down…”) and deciding if it could be
7.24.2009
Skin in the Game
Warren Buffett famously coined the term “skin in the game” in his business insight that you can “guarantee” the success of a company by requiring C-level executives to use their own money to buy stock in the particular company they
