Most clients are feeling uncertain and anxious about almost everything: the safety of their employees, families, themselves, the viability of opening their doors, their stock price, the performance of their government, scientific and medical advancements, and so many other concerns. So how can you be relevant to your clients during such unprecedented uncertainty? On a… Read More
Too Senior to Fail? The How and Why of Executive Coaching
Dr. Marc Bassin is an Executive Coach who, for two decades, has worked with the top two levels of leading global sales organizations to improve the leadership impact of their executives. Some of his client relationships have spanned ten years and all of his business comes through referrals. Almost no topic in sales has been… Read More
Using Cartoons to Draw Prospects—Literally!
How would you like your prospecting letters and emails to be so compelling that they wind up framed on your new customers’ walls? Impossible? Wall Street Journal cartoonist Stu Heinecke uses cartoons to do just that. Stu is also a DMA Hall of Fame-nominated marketer, and author of Drawing Attention, Big Fat Beautiful Head and… Read More
What Is Time Sensitive about Your Next Sale?
You know face of selling has radically changed. The profile of the salesperson has shifted to consulting and educating. Customers expect expertise. Unless you are proactive with insights and ideas you have less time to consult and educate because your customers are zooming along in their buying process without you. Protracted sales cycles are attributed… Read More
When More Is More
The architect Miles van der Rohe adopted the motto “Less is more” and gave us simple clean line design. Einstein concurred… but added a caveat, “Everything should be made as simple as possible but not simpler.” The thinking behind Twitter, while Twitter does not guarantee simplicity, shares the mind-set of both these geniuses: nothing extraneous. The… Read More