12 Ways to Sell More in 2020 in 99 Words.

 Reduce the number of opportunities you pursue. Increase the amount of time you spend selling versus the amount of time you spend doing busywork. Improve your presentation skills. Sell the things your customers demand rather than what you supply. Treat selling as an opportunity to serve, not an an opportunity to convince. Terminate weak engagements.Continue reading “12 Ways to Sell More in 2020 in 99 Words.”

Improve your prospecting results: Pattern recognition.

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.”

Empathy, Listening, and the Small Business Roller Coaster.

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.”

In-N-Out Burger Beats Google (and nearly everyone else)

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)”

The Ordinary Badass…

I was thinking about Badassery.  Who’s the biggest bad ass I can think of?  Bruce Lee?  Obi Wan Kenobi?  Everyone in KISS?  The list can get pretty long and I guess the reason I was even thinking about it was out of pure fascination with people who live in Full Awesome all the time.  AndContinue reading “The Ordinary Badass…”

Zen and the Art of Selling

Your imperfections are your strengths. The sale is closing at the beginning. You are your only obstacle. Urgency slows everything down. Repetition leads to freedom. Chameleon’s adapt only to survive. Honesty and humility are impossible to falsify. A sales process must be invisible in order to be effective. Decisions are never made for a stranger