Is Selling Too Hard? Maybe You’re Doing It Wrong
Most salespeople love athletic metaphors. For example, consider these well-known maxims: No pain, no gain The harder you try to hit the ball, the worse you do. Note – these two platitudes…
New Year, New Perspective: The Dos and Don’ts of Trust-Based Networking
To kick off the new year, we thought we'd look back at one of our more popular eBooks: The Dos and Don’ts of Trust-Based Networking. It’s the fifth in the our Trusted…
Are You Worthy Of Your Clients’ Trust?
Most salespeople will agree - there is no stronger sales driver than a client's trust in the salesperson. Further, the most successful route to being trusted is to be trustworthy…
If Selling Is Too Hard, You’re Doing It Wrong
Salespeople are frequently fixated on athletic metaphors. Try these two: No pain, no gain The harder you try to hit the ball, the worse you do. So – which is it?…
The VW Trust Sinkhole: It’s Worse Than You Think
A. The Volkswagen Emissions Scandal. Q. What do you get when you assign German engineering the task of developing a high-performance trust-and-ethics violation? If you don’t know the basics of…
Why Your Clients Don’t Trust You – and How to Fix It
Do your customers trust you? Be honest, now, this is not an in-house survey. Do they believe what you say? Will they cut you a break if you goof up?…
That’s Not a CSF – That’s Just a KPI!
I had a conversation with BigCo., Inc. They want their B2B salespeople to become trusted advisors. They felt (correctly) that greater trust levels with their customers would result in greater…
Seduced by Sales Models: It’s Not the Club It’s the Golfer
Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you'll find venerable models like Consultative Selling,…
Bloggers’ Top 10 Annoying Spelling Errors: Spellcheck Won’t Save You
You may be uneducated – but you needn’t advertise the fact. Of course, we all understand typos – though the sight of them uncorrected on a blogpost suggests serious amateurism. But what’s…
A Better New Year’s Resolution
It's that time of year again. Resolutions come in full swing and we all start to assess how we can improve on the last year. It just so happens that…