Do you have a gimmick?

Gimmick marketing and promotion is still alive and well. “If you order within the next hour, we’ll give you two for the price of one and include free shipping! Call now, operators standing by.” We find this approach to marketing amusing at best and of …

YOU Can Only Grow Through Learning

Have you ever chosen to buy a product or service from a company because their website was impressive, current and inviting? Or maybe you took action because your peers introduced you to the company and because the content or information was valuable and relevant. In …

How not to lead – Part two

Back in February, I wrote an article on “how not to lead” and it received a lot of attention so I decided to write Part two. Which mask are you wearing? We all wear masks. We have every day masks, special events, public, private – …

How not to lead – Part two

Back in February, I wrote an article on “how not to lead” and it received a lot of attention so I decided to write Part two. Which mask are you wearing? We all wear masks. We have every day masks, special events, public, private – …

Power of networking and referrals – Part two

In my last blog, I began the discussion of the power of referrals. In this issue, I will go deeper into the issue and help you evaluate and leverage your network and improve your own referral strategy. The following data reveals the power of referrals …

Power of networking and referrals – Part one

Whether you are aware of it or not, you have a reputation. Your reputation has a direct impact on your network and how you are viewed by others – positive, neutral or negative. A poor reputation can weaken or at worst ruin your business and …

How to turn a challenging project into a referral

Not every project is perfect and some are downright ugly. Yet, I believe individuals who demonstrate character and have a commitment to arrive at a mutually beneficial outcome for all parties do much better in the long run. In order to overcome challenges and road …

Great leaders can be great Rainmakers!

Many of the best sales people and Rainmakers I know end up moving into management and leadership roles. Why is that? I’m convinced that their passion and drive as well as the communication and relationship building skills required for selling are key attributes for success …

The do-not’s of selling

As in several previous blogs, I have taken the position of outlining what not to do. It’s interesting that when we take a common issue or challenge and turn it around and assess it from a “what not to do” perspective, we often gain new …

Tips to Improve your Sales Effectiveness – The Do's

It seems like most of us are so busy, stressed and overworked in an effort just to keep up. In spite of the demands and pressures we face, professional growth and development is not something that should be neglected. In the spirit of providing readers …