Melinda Pendino, on October 18, 2012
An article called “Tasting Menus” in the New York Times caught my attention last week. It was about a new concept sweeping fine dining restaurants in America—lengthy meals with many delightful menu choices. What intrigued me was not the description of the food or the menu—it was the care the restaurant staff took to make the diners feel like partners in an experience.
John Henley, on October 16, 2012
Imagine if a Pro Football QB had their most effective off season of their career from a training and conditioning standpoint, but wore no equipment in the first game of the season. It would take one hit, and they could be out for the season!
John Henley, on October 1, 2012
He said so himself.
“It is not that I'm so smart. But I stay with the questions much longer.”
—Albert Einstein
Megan Cook, on September 25, 2012
Your valid business reason was rock solid, you’ve done your research, and you’ve secured an appointment for a needs analysis. But a few jargon-laden sentences into the meeting, you see it:
Mike Anderson, on September 18, 2012
“I know that I should be doing more _________________ right now, but it’s just that I have so little time these days!”
Stephanie Downs, on September 12, 2012
Life teaches you things that you just can’t learn by being told or by reading in a text book. I believe very much in coaching salespeople to their fullest by utilizing their natural strengths. It doesn’t mean we ignore their weaknesses; it just means that we have to find other ways to get things accomplished sometimes.
Mike Anderson, on September 9, 2012
It started innocently enough. You had a planning meeting with the client that you knew would take a better part of the morning, so you stopped at the donut shop on the way to the appointment. A couple of weeks later, you wanted to make-up for failing to return a phone call, so you grabbed a bag of bagels. And before you knew it, you were hooked on the stuff.
Mike Anderson, on September 4, 2012
When football players score a touchdown, it’s not unusual to see them celebrate in the end zone. Long-term traditions include player renditions of the dirty bird, the “dunking” the ball over the goal post, or the famous (infamous, if you’re from Minnesota) Lambeau Leap. In recent years, the NFL has become more strict about excessive end-zone celebrations, because of their potential to be interpreted as taunting, poor sportsmanship, and… well, class-less. (Do I need to spell it out with a Sharpie?)
Stephanie Downs, on August 31, 2012
As it turns out, there are several similarities! After a recent 48 hour stint in the hospital, I had a number of observations on how the selling process is perceived from the prospect or customer's point of view.
Jeff Roth, on August 29, 2012
Do you think it has become more difficult to set sales appointments in today’s business climate? How hard is it for you to reach decision-makers? How many sales calls does it take you to schedule one appointment? How much time and effort do you put into preparing for a sales call? How persistent are you in following up on the sales call?
