Blog
Why selling had to change in last 60 years
May 1, 2014Managing Through a Paradigm Shift A. The Customer is Always King – But it has be win/win We all know the customer is king. But this principle backfires when we agree to an adversarial buying…
Our Danger in Getting Civilized – Rocky, Freud, Darwin and Selling
October 1, 2012In the movie Rocky III, Mickey resists training Rocky to fight Clubber Lang. Why? Mickey tells Rocky: “Well, Rock, let's put it this way. Now, three years ago you was supernatural. You was…
The Dual Nature of the Business Developer
August 1, 2012This famous toast to America’s Declaration of Independence “Liberty to those who have spirit to assert it.” reminds me of the unique case of the business developer – how he…
Hiring and Educating the Right VP Sales
March 1, 2012CEOs and business owners require a strong executive team. Since strong leadership is a limiting or catalyzing factor in business survival and growth, selection of executives is a critical top…
Changed Selling Behavior and the Controlled Burn
December 1, 2011In one sense, the easiest way to grow sales is through changed sales behavior. We can increase sales 10-20 percent (or more) without substantial investment in new products/offices/facilities.…
Transaction vs. Systemic Sales: The “Inception” Fallacy
October 1, 2011Transactional sales are typically easier to make than systemic sales – there is less perceived risk. If I buy one brochure from your advertising agency, I don’t have to buy my next one…
The Self-Propelled Wheel and Business Development
August 1, 2011Business developers create new business relationships. They need strong self-motivation and creativity to overcome the inevitable obstacles and apathy they encounter. A powerful image of creativity…
The Consultative Sell and Angels and Demons
April 1, 2011Buyers have a job – to turn everything they buy into a commodity. It isn’t personal, it’s their job. They are meant to create new bottoms to the market, based on 1st cost –…
Avoid Black Ice When Selling
April 1, 2011You can predict the outcome on the highway….. Two cars are driving side by side – a 1950’s vintage restored car and a state of the art 2011 luxury car. When it comes to safety ;…
Long Term Successful Business Development Careers: What We Learn from Hawaii
February 1, 2011Both employer and salesperson share congruent long terms goals: long successful business development careers. Sales careers can be truncated by: Salesperson burn out product/service obsolescence…