The world’s best chess players don’t play move-by-move chess. There’s no “10 moves ahead” aspect of their games. Chess, like life, is too organic and the best laid plans of mice and men often go awry. Instead, the world’s best study patterns and use their prodigious gifts to memorize the most successful responses to theseContinue reading “Improve your prospecting results: Pattern recognition.”
The questions a salesperson asks during a prospecting process should provide insights regarding the prospect’s attitude and willingness to make a change from one supplier to another. For example: In terms of time, money, and risk, what business problems will working with us solve for you? (the prospect self-selects financial, structural, or security concerns thatContinue reading “5 Critical Questions to Ask When Prospecting.”
Very few B2B professionals that I’ve worked with have owned a business. It matters in that this inexperience may truncate an understanding of the volatility inherent in small business. As Phil Knight wrote, “For an entrepreneur every day is a crisis.” That’s an important thing to keep in mind. It should change the way youContinue reading “Empathy, Listening, and the Small Business Roller Coaster.”
The apotheosis of burger meals. The double double with fries and a medium drink. Costs you about seven bucks. Simple ingredients, simple philosophy: Great food + great people = Great results (total sales in 2016 estimated between 640mm and 700mm). This year In-n-Out Burger was rated the 4th best place to work in 2018. OnlyContinue reading “In-N-Out Burger Beats Google (and nearly everyone else)”
Paula Deen and my experience with racial stereotypes in the HVAC industry.