In his recent Harvard Business Review article, “The End of Solutions Sales,” Matt Dixon reported the results of a study of 20,000 salespeople around the world. The study grouped salespeople into five distinct profiles: 1. Challengers: These are salespeople with a provocative point of view that they’re not afraid to share with a customer. They…
Don’t PLEASE People; SERVE People Read More »
I’m not a big fan of the ‘elevator speech’, because it often leads to a cutesy, stilted, ‘salesy’ presentation of what we do. It’s confining, like the elevator it’s designed to be used in. I’ve been helping professionals for years to understand the importance and liberation of what I call their ‘audio billboard’. If someone
Burt, an independent financial planner who was already making a good living, was looking for a way to further increase his sales. With my coaching help, he started a marketing (“prospecting”) program that was based on my Client Magnet discipline, paying attention to the fact that clients are usually tuned to radio station WII-FM (“What’s
Einstein’s Tip: Cure Insanity Read More »
Corey Rudl was an Internet Marketing Pioneer who—in June, 2005—tragically died in a car-racing accident. At only 35 years old, his professional success was already an inspiration to millions of people in both the “online” and “offline” worlds. What follows are the Five Lessons he used to preach to anyone who would listen: Lesson #1:
Lessons from a Life Lived Read More »
My coach, Rich Litvin, emailed me this week to share a story from his own life that I wanted to pass along to you: Last month, I told my coach, Steve Hardison, that I am ready to play a much bigger game. So, he asked me: “Who do you want to coach?“ A name came
When ancient Greek warriors landed on a shore to conquer an island, their Generals motivated them in a powerful way: They ordered the boats that brought them to the island to be burned, so that there would be no way to retreat. Burning your boats is a good way to motivate yourself to do the
