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The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)
Tuesday, 14 Oct, 2014
The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know […]

What Is change And Why Is It So Difficult? (Part 2)
Monday, 6 Oct, 2014
What Is change And Why Is It So Difficult? (Part 2)

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information

What Is Change? (Part 1)
Monday, 29 Sep, 2014
What Is Change? (Part 1)

Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult?

Use Cold Calls To Sell, Not Make Appointments
Tuesday, 23 Sep, 2014
Use Cold Calls To Sell, Not Make Appointments

There is no reason to try to make an appointment with a cold call. Think about it.

Two Cold Call Case Studies
Sunday, 14 Sep, 2014
Two Cold Call Case Studies

#1
C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’]

Don’t Give Away Free Programs
Sunday, 7 Sep, 2014
Don’t Give Away Free Programs

Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do