Archive
Karma and The Law of Reciprocation
Adding value. Karma. Give and you shall receive. No matter what you call it, it works ... and works big time. It…
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Seven Techniques for Overcoming the Tendency to Procrastinate
Many a person lives on Someday Isle. They're convinced that "someday I'll do that" or "someday I'll go there."
Prepare Any Presentation in 10 Minutes
Lack of preparation is the number one challenge to making a good presentation and we must all learn an effective process of preparation. In my preparation, this process includes the 3-D Outline (describing the What, the Why, and the How) and will cut your preparation time in half!
Selling Like a Leader: Welcome to New World Selling TM
Last week, I was chatting by phone with a friend of mine who happens to be the CEO of a major player in the high-tech industry. We were talking about how, when, and why he decides to get involved in the sales process. An hour or so into our talk, almost as a lark, I decided to ask him for his take on the current…
Calling the CEO Its More Important (and Trickier) Than You Realize
When was the last time you called the CEO of your very best account? If you're like most of the people I work with, you had to think twice about your answer - or, even worse, you don't even know the CEO's name! This state of affairs, in my experience, is an excellent way to set up the humbling phenomenon known as "losing your biggest…
What CEOs Who Sell Know
At some level, of course, all business leaders must "sell." But why do so many CEOs, owners, or presidents either remove themselves from the sales process altogether ... or limit sales exchanges to "closing" or "top-dog" meetings?
