A Three Point Selling Strategy – Part Two

“It takes one hour of preparation for each minute of presentation time.” – Wayne Burgraff Earlier this week, I discussed with you my head, heart, gut model http://www.kison.com//a-three-point-selling-strategy/ It is a powerful strategy that you can use in all aspects of your personal and business …

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A Three Point Selling Strategy – Part One

Head / Heart / Gut selling – a balanced and human approach to sales and business development. Many years ago Nike introduced the slogan “Just Do It” to market their products and build brand support. The U.S. Army introduced the slogan “Be All You Can …

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Lavish Attention on Your Best Performers

Many organizations struggle with how to get their good performers to become great. I like to look outside the business world for examples and ideas that provide valuable perspective. One of my favorite examples is what George Solti; conductor of the Chicago Symphony did when …

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Expect buffeting as you break through barriers

I recently came across a great excerpt from Tom Reilly’s book, Value-Added Selling. He writes about Chuck Yeager’s experience of breaking the sound barrier. This is a great metaphor for dealing with fear and self-limiting beliefs. You may have had a similar experience as you …

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Drive, Complexity & Success

I recently attended the World Business Forum held in New York City. One of the speakers, Nancy Koehn, historian at the Harvard Business School, conducted a presentation entitled Stories of Drive, Complexity and Success. She provided insight into the life of Abraham Lincoln and how …

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Drive, Complexity & Success

I recently attended the World Business Forum held in New York City. One of the speakers, Nancy Koehn, historian at the Harvard Business School, conducted a presentation entitled Stories of Drive, Complexity and Success. She provided insight into the life of Abraham Lincoln and how …

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