Stuck at home in the middle of the Coronavirus has given me the opportunity to do a lot of thinking. Mostly I have been bored but also depressed at the lot of those less fortunate than myself. Maybe this is as good a time as any to just go ahead and fully retire. The idea
Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The problem is … are they looking at the right data and are they deriving
Perhaps they are both and here is why … “With the advent of the internet, customers are more informed than ever before. In fact, they may have already made their decisions prior to even reaching out to you and your company.” These changes in buyer behaviors have created dramatic new challenges, and opportunities, for today’s
I have spent the last several years with a very rudimentary understanding of influence and influencers. I only wish that I could be perceived as being as influential as the Kardashians or that kid on YouTube that unboxes toys and makes a gazillion dollars a year doing it. However, I’m not a celebrity. I’m a
A few years ago I created an eBook titled “Focused Social Selling – less really is more”. To be more specific, I wrote the content and then I did it with the help of my friend and mentor, Neal Schaffer, who was kind enough to write the forward and have his folks do the layout
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very
