It’s hard to believe that it’s been three years since I started sharing with you what I have learned about a career in sales. Hopefully, you feel like we’ve built a relationship and become friends through rapport and trust. If so, that is by design. As you may have noticed, this series—regardless of titles—has been [...]
Traditionally, my columns tend to follow a theme where concepts build upon each other and ultimately produce actionable items designed to help you in your sales career. Well, that’s the plan anyway, and, in theory, it works every time. The next concept we’ll cover begins with the universal problem that life never goes as planned, [...]
If you’ve been following my column, then you’re probably aware that the topics I cover build upon each other in a sequence. The idea behind this is for you to integrate each of these columns into your career based on their respective topics. In other words, the parts may be valuable, but the true value [...]
In my last column, I went out on a limb for all of you by putting my cards on the table about the impending double-dip recession. We discussed how to make sure your clients view your products and services as indispensable investments with a positive return, rather than just another vendor they spend money on. [...]
In today’s challenging economic times, many people in business tend to cut their budgets, which results in purchasing less. Oftentimes they receive a mandate from someone that they report to that says, “Cut your budget by 20 percent.” The question you need to consider is, “Will my business’s products or services be part of the [...]
Many times in life, people choose from what’s listed on the menu, not knowing that you can usually order from what’s not on the menu. Similarly, in goal-setting, many people choose from options they’re familiar with rather than considering anything that’s possible. So as you begin to set goals, first you must dream. And dream [...]
In my first column we discussed your Unique Value Proposition, which can be defined as “what sets you apart from the competition.” We also discussed the principles of Brand, which simply put is “who knows you,” as well your Position, which can be defined as “what people know you for.”
Thanks so much to Dan Waldschmidt for his vision with sales and having “edgy” conversations! With a true heart for small business, Dan helps more than 30 companies a year grow their businesses by 300 percent. Wow. He’s not your average sales guy… We live on the edge, so that we get noticed. If you [...]
Thanks to Trey Pennington for enlightening us on how to change our perspective, and capitalize on our opportunities. And a huge thank you to Enterprise Launch for getting Launch Greenville in motion and making it the success it is today! LAUNCH Greenville 2010 is underway, and we are so excited to be here (like, really [...]
(Yeah, we said GIVEAWAY!) Business Black Box is giving away FOUR free tickets to this weekend’s Launch Greenville event, at the Carolina First Center!!! If you don’t know about the event, visit www.launchgreenville.com.(But you’re also in trouble, because it means you haven’t been reading your emails!) Here’s how you can win: 1. Send us an [...]
