The Strategic Power of Networking

When I got involved in the NYC startup scene some years back, I had zero network. In order to be seen as a valuable member of the community, I drew up a plan to actively network and target events and places where entrepreneurs would hang out. A year after I put the...

Writing as Your Sales Superpower

"Good writing is good conversation, only more so." - Ernest Hemingway Not too long ago, my buddy John Barrow invited me onto his Facebook Live show to rap on a topic that was getting a lot of attention with his clients. Sales leaders were asking if he had any tips to...

Becoming a Strategic Sales Thinker

"Thinking is the hardest work there is, which is probably the reason why so few engage in it." - Henry Ford Do you play chess? I do and I am terrible.  Still, I’m drawn to it. I love the complexities; the game forces me to think in different ways -- because by only...

Salespeople As Athletes

Everyone has that picture in their head of the prototypical sales rep. I am not talking about the used car salesman image, but the one of the über successful salesperson. Tall and good looking, outgoing, and probably athletic. Of course, having known many sales people...

Playing the Long Game

It went down as one of the greatest drives in Super Bowl history. Down 16-13 with 3:10 left on the clock and the ball on the 8 yard line, Joe Montana and the 49ers methodically marched down the field to score the game winning touchdown. It cemented the 49ers’ legacy...

Can You Just Tell Me the Price?

One day I stopped into a gas station convenience store on the way to a client meeting. I went to the front counter, found a pack of gum, and plopped it down on the counter. “How much?” I mumbled absently. The man at the register just stared at me. “Ah, how much for...

10 Sins of Enterprise Sales

Often deals go sour, and we don’t know why. Maybe the prospect mysteriously goes quiet right after the demo. Perhaps it is wild demands that emerge suddenly at the negotiating table, or your champions go MIA at the big presentation. All of these are symptomatic of...

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