OK, this is not going to be a mushy post about emotions, feelings, selling and commercialization. It’s straight talk about who you are as a Person of Worth. Each one of us has a structural underpinning grounded on our core personal values. When’s the last time you were in touch with your core personal values?… [Continue Reading]
Getting Back to the Heart of the Matter
When a Referral Isn’t a Referral – A Sales Horror Story
Having a satisfied client base is a great thing. For starters, your customers should know you have their backs. They trust you. It takes a while to earn their trust. Your actions always speak louder than your words. And your word must always be your bond. Serving your clients well earns you the right to… [Continue Reading]
Are you "There" yet?
Remember those road trips we took as children? The question we always seemed to be asking our parents was: “Are we there yet?” Where is “there” anyway? “There” always seems to be in the future. It’s associated with some hallmark or rite of passage that we are supposed to want to achieve: we want a… [Continue Reading]
The Nine-Word One-Minute Interview, Andy Paul's Defining Moment
My first ever interview for a sales job consisted of one question and lasted less than a minute. How I answered that question, and what followed, was one of the defining moments in my sales career. It just happened to occur before that career had even begun. I graduated from college without a plan… [Continue Reading]
The Road We Traveled in 2011
The two weeks of the Holiday Season leading up to the New Year are a time of reflection for many of us, although it sometimes doesn’t seem like it. We are lining up our road maps for 2012: identifying the referral network for our prospecting (because we’ve finally learned that cold calling and churning and… [Continue Reading]
Follow Us!