My Best Blogs
People frequently ask me about old blog posts I’ve written over the years. And sometimes I even find myself digging for an oldie-but-goodie that I think would be great for driving a point home to a sales team I’m working with. But digging these things out all the time is a waste of time, so I’ve decided to get organized. Below are some of my favorite and most frequently-requested blog posts, organized loosely by topic category. Enjoy!
People Issues: Yours and Theirs
- Dirty, Sexy Money (How to handle compensation)
- Look for the Eel (Detractors in your deal)
- Lost My Raven (What to do when your champion leaves)
- Ignoring Conventional Wisdom to Field a Big Hunt Sales Team (Roles and responsibilities for a team presentation)
- Martinis and Jet Lag (What is the role of the CEO in a pitch?)
- Performance Based Questions for Interview Candidates
Rants and Ravings
FAQs
- Rules of the Road (What expectations should I set for my people?)
- Tattoos Aren’t Enough Anymore (What do I do with my website?)
- Under the Bus…Thump, Thump (How do I talk about my competitors?)
- From the Mailbag… (Should I submit a proposal if I don’t think I am going to win as a way to get in the door for future deals?)
- Professional Stalking (How often and how should I follow up on a prospect?)
- Reasons Deals Get Stuck part 1 (How do I get a deal moving that’s stuck?)
- Reasons Deals Get Stuck part 2 (Sometimes it’s our fault.)
Skills, Tools and Techniques
- Best Business Dinner Conversation Starter
- I Blew My Last Sale
- Kimbo Slice vs. Marquess of Queensberry (How to fight a detractor in a deal)
- Splashing the Vessel
- Credibility Starts with “No”
- From “Yes” to Money
- The Horror of Silence (Reactivating a prospect who has gone cold)
- $100,000,000 Deals (How to frame your company in an RFP response)
Extras
