Cross Selling: Part 1 of 3 – What’s at Stake
This is part 1 of a three-part series. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right If your…
Relationships or Metrics? I Haven’t Got Time for Both
I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds…
When Being Trustworthy Isn’t Enough to be Trusted
In sales, you sometimes hear, "They were pursuing an aggressive strategy – aggressively waiting for the phone to ring." In other words, sometimes you've got to take action. Much the…
What Sales Winners Do Differently: Q&A with Mike Schultz
For many years now I have been a contributing editor at RainToday.com, the premier online resource for professional services sales and marketing. Besides a ton of articles, books, special programs,…
Half of What You’ve Learned About Sales is Wrong
Maybe you've heard the old line, "Half of advertising dollars are wasted – you just don't know which half." Something like that is true in sales – except that you've got…
I’m Selling Hammers, You Look Like a Nail
You know the old line, "If you've got a hammer, everything looks like a nail." It means we tend to see the world through our own frames of reference. It's…
Warning: Don’t Read This Blogpost
Well, well. You saw the title, right? And yet here you are, reading this blogpost. Worse yet – you're probably here reading this blogpost because you saw the title warning…
You Can Lead a Horse to Water, but You Can’t Make Him Buy
The biggest problem in sales? Violating the laws of human nature. Exhibit A: one of those timeless folk-wisdom sayings, "You can lead a horse to water, but you can't make…
Why People Take Your Advice – Or Don’t: Webinar
Your client asks you for advice. You know the answer. Further – let's assume you're absolutely right. You give your client the answer. And then – your client doesn't take your…
Tell Your Customers Why They Don’t Need You
You probably want your customers to trust you. And you probably tell them the truth about why they should buy from you. You might think that’s enough for them to…