One of the most common questions I receive at my keynote addresses and workshops is how to infuse an organization with a culture of sales for growth. The top companies seem to just…
Susan was pursuing a huge deal for her company. This was the kind of deal that had the potential to double their business overnight. When the customer started applying pricing pressure, Susan responded in a confrontational way. As the two started arguing, Susan knew the deal was lost. After all, this was not the right […]
Walk into any bookstore, Starbucks, or Panera, and you can count on Wi-Fi. Sure, you might have to click a button that says that you are giving up all rights to privacy, but most of us press that button without hesitation. Remember the debate about privacy vs. convenience? (Hint – Convenience […]
As published on Forbes.com Those who specialize in expense reduction would accurately argue that each dollar you earn in sales contributes a small percentage to profit. But, each dollar you save goes directly to the bottom line. Your cost cutting might be driven by a desire to price your products or services more competitively, to improve […]
For an upcoming workshop I am conducting, the CEO wanted to shift his team from being order takers to being more of a sales-driven organization. I asked why he wanted his team to make the shift to being salespeople.
If you have ever watched any of the shows on HGTV, you might conclude that a complete renovation can be completed within an hour… including commercials. My wife and I just completed a lengthy and extensive nightmare of a home renovation. We experienced painful lessons that HGTV forgot to tell you about home renovations.