About ten years ago, two smart sales trainers and coaches based in Indianapolis decided to start a podcast. They called it The Advanced Selling Podcast. Tomorrow (Dec 14, 2015) will be their 342nd episode. It will also be the third time I have joined them as a guest. They tell me I am their first […]
Duct Tape Selling: Think Like a Marketer – Sell Like a Superstar
By John Jantsch The words marketing and selling get tossed around a lot. People from either discipline often think of them separately. As a business owner (and actually long before that), I consider them joined at the hip – in fact, in my company, the line between them is pretty blurred. This book written by […]
Discover Questions Get You Connected
By Deb Calvert If you are looking at the cover of this book and seeing “for professional sellers” you might be ready to stop reading. Don’t. This book is written from the perspective of people in a selling position, but think about this for a second. Do you want to improve your relationships? Asking better […]
To Sell Is Human: The Surprising Truth About Moving Others
By Daniel Pink This book, written by a multi-time bestselling author, starts with a clear premise: that we are all in the business of sales. Specifically he finds that 1 in 9 Americans are involved in selling and the rest are involved in “non-sales” selling. Further he states, and experience agrees, that we spend up […]
How to Harness the Power of Our Visual Minds
I often do the following exercise with groups (you can try it after you read it, but I’m not sure it will translate perfectly in writing). “Close your eyes and clear your mind. I’m going to say a word. I want you to think about the word briefly then open your eyes. The word is […]