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The Top 3 Misconceptions About Social Selling for B2B

The Top 3 Misconceptions About Social Selling for B2B

| July 15, 2014 | 1 Comment

Enough already about social selling. I had an audience member last week ask me whether or not I thought they could shift from selling to social selling. I asked him what was social selling. He said “You know. Using social media to do the selling for us.”  If that’s your definition of “social selling,” then […]

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What To Do When Your Best Customer Says Goodbye

What To Do When Your Best Customer Says Goodbye

| July 8, 2014 | 3 Comments

Uh Oh. Your best customer just sent you an email or left a voice message saying that they are not happy and are taking their business elsewhere. What do you do next? Before we answer that question, let’s reflect on what led up to this point with the customer. Most of the proactive interaction with […]

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Social Media Requires Being Human

Social Media Requires Being Human

| July 1, 2014 | 2 Comments

While on a trip to California to speak at an event last month, I took the opportunity to see how hospitality and travel companies respond (or don’t respond) using Twitter. I hope you enjoy the lessons I learned from my interaction with the various companies. If you have not already figured it out, Twitter is […]

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What The 2014 World Cup Teaches About Winning Business

What The 2014 World Cup Teaches About Winning Business

| June 23, 2014 | 0 Comments

The 2014 FIFA World Cup started off with many shocks and upsets. My son is an avid soccer fan – so much so that he calls it Futbol. We watched the group stage match between USA and Portugal. It was a rollercoaster. I naturally started seeing parallels between World Cup Soccer and challenges companies face […]

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Salespeople Convince Champion Athletes That Practice Is A Waste of Time

Salespeople Convince Champion Athletes That Practice Is A Waste of Time

| June 17, 2014 | 0 Comments

It used to be that professional athletes spent hours every day preparing for their big matches. Basketball players would shoot hundreds of free-throws per day. Golfers would strike and putt thousands of balls per day preparing for the big match. Baseball players would field endless ground balls and swing at hundreds of pitches per day to […]

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What Causes Customers to Focus on Price

What Causes Customers to Focus on Price

| June 10, 2014 | 0 Comments

I was working with a CEO recently in his office. During the visit, a salesperson representing one of the CEO’s vendors poked her head into the office and said, “I want to talk to you. I’m pretty sure we can save you some money compared to your current vendor.” The CEO responded to the salesperson, […]

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The Frustrating Truth That Will Grow Your Business

The Frustrating Truth That Will Grow Your Business

| June 3, 2014 | 0 Comments

I was speaking to a group of Chief Executive Officers (CEOs) and Managing Directors (MDs) of various companies in the United Kingdom recently. We were talking about value and how to effectively grow your business. One of the MDs shared that in his case, they sold through partners. He complained “All my partners care about is […]

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How To Successfully Cross-Sell Products and Services

How To Successfully Cross-Sell Products and Services

| May 26, 2014 | 0 Comments

On a recent series of speaking engagements in the UK, I was asked several times about cross-selling. Those asking the question were specifically trying to determine the best way to get professionals from each department within their organization to effectively grow revenue by cross-selling products and services from the other lines of business within their […]

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Here’s Proof Why Chasing Every Opportunity Is Bad For Business

Here’s Proof Why Chasing Every Opportunity Is Bad For Business

| May 20, 2014 | 2 Comments

One of the things I enjoy most about speaking at events around the world is meeting with business leaders in different countries. As much as the leaders in each location believe they face unique circumstances, it’s fascinating that they tend to face the same issues in Manchester, England as they do in Manhattan, New York, […]

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Why Your Customer Might Not Hear Your Message

Why Your Customer Might Not Hear Your Message

| May 13, 2014 | 5 Comments

I often hear from business leaders that they have a great message for their customers, but it just seems to fall on deaf ears. These same people will say to me, “We tell them exactly what we can do for them, but they just don’t get it.” That is the problem; you created a message […]

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