Everyone knows what they should be doing in Sales. I've never met anyone that thought they should prospect less. Almost everyone knows that they aren't as efficient as they should be. Everyone knows that they aren't as disciplined or as structured as they should be. The trick is to find a book, program, mentor, coach, colleague or boss that will motivate you to do the things … [Read more...]
52 Weeks of Book Reviews. Week #31 – Lead with a Story: A Guide to Crafting Business Narratives That Captivate, Convince, and Inspire by Paul Smith
Do you have a story? Is it well thought out and ready to go? Is it practiced, polished and perfected? Have you wondered what happens at a Toastmasters group? Never heard of Toastmasters, but you'd like to be able to captivate a crowd? This is the book for you. 52 Weeks of Book Reviews. Week #31 – Lead with a Story: A Guide to Crafting Business Narratives That … [Read more...]
52 Weeks of Book Reviews. Week #30 – The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by by Stephen R. Covey
I basically write these reviews for myself, a way to hold myself accountable to reading a book a week for the entire year. It's amazing to me that it's already been 30 weeks into the year. July is coming to an end and I am astounded at the knowledge I have gained from the 30 books covered so far. I'm really excited about the next 22 weeks and in fact; the more I read, the more … [Read more...]
The New 4 Letter Word in Sales = DEAL
Recently I've been seeing a lot of noise around the word "Deal". I have no idea why some sales experts are designating this word as something to avoid, but i whole heartily disagree. I am happy to look someone in the eyes and ask them if we have a Deal. I'm happy to let someone know that this is a great Deal. As long as I am genuine and I really believe that I've put together a … [Read more...]
52 Weeks of Book Reviews. Week #27 – Dialogue: The Art Of Thinking Together by William Isaacs
If you know me then you know that I often talk about the Duologue and how not just Salespeople, but people in general need to actively listen more and just talk less. This is a book that harps on that concept and backs it up with years of research and quantifiable results. I know that I could be a better listener and that it would help me to become a better salesperson, father, … [Read more...]