RSSLeadership Involves Helping Others Decide
Feb 8, 2010 Sales Related
Tomorrow I do a webinar with the Business Management Institute called Executive Decision Making: Influencing with Integrity. How does my focus on a buyer’s decision making parallel with decision making in general? For me, it’s all the same: I believe that every choice, every new concept, every new action demands a decision to allow in something new and and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the relevant team members to move forward, or a person may want to donate to one charity rather than another, new decisions are necessary or change won’t happen.
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Tags: beliefs, Business Management Institute, choice, criteria, decision making, influencing, integrity, leadership
Integrity in Book Publishing
Dec 3, 2009 Sales Related
The day before my book launch for my book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I received an email telling me that my book jacket looked suspiciously like another book with a similar title, Dirty Little Secrets of Buzz: How to Attract Massive Attention for Your Business, Your Product, or Yourself by David Seaman. I went onto Amazon, and sure enough, the book jackets looked so similar that it appeared they were done by the same person (They weren’t.). In fact, they looked so similar that I was horrified.
My jacket designer (Michael Warrell of Design Solutions) assured me (before he called his lawyer and stopped talking to me) that it was all circumstantial, but when anyone looks at the two books together, it seems they are almost identical: same color, same lettering, same typeface and size of type face, same basic layout, same envelope theme. If it was circumstantial, it was an act of God.
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Tags: book, Eric Wolf, integrity, Stone Payton
Sales As A Spiritual Practice
Aug 14, 2009 Sales Related
Sales has been focused on placing product. While some would disagree and claim it’s based on the ‘buyer’s needs’, it comes down to how to get a product placed.
Imagine if sellers had the tools to be true spiritual guides and not only sell product, but sell more than ever and become part of the buyer’s team with all of the commensurate integrity and values.
What would be the difference – in skill sets? In outcomes? In beliefs?
To consider sales as a Spiritual Practice, let’s start with my definition of ‘spiritual’. To me it means:
- always having a win-win (there is no such thing as win-lose);
- understanding that the whole is greater than the parts;
- understanding that we are all here to serve each other;
- recognizing that there is no right answer;
- believing that no one has an answer for someone else.
Tags: buyers needs, buying decision team, integrity, internal systems, sales, serving clients, spiritual guides, spiritual practice, values, win-win
Reg Nordman Has My Job
Jul 9, 2009 Book Reviews
Did you ever dream of something you’d like to do/be other than who you are?
One of my dreams is that I can lay in my Nicaraguan (huge!) hammock, and swing near my pond, while reading the, oh… 300 books that are sitting and calling out to me that I bought because I love reading and words and ideas and I haven’t yet gotten to because I’m so busy writing the darn things. These book are enticing me: books about how brains work, and how words and ideas create change. Maybe a novel by John Banville (Read the Man Booker Prize-winning The Sea if you want to read one of literature’s great wordsmith’s.The way he uses words will change your life.). Maybe a book by Len Shlain – The Alphabet Versus the Goddess, so I can understand the root of our language. I dream of the time I’m retired so I can take 100 books up to Alaska, and read by day and watch the northern lights. Hmmmmmm.
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Tags: Alaska, Book Reviews, brains, integrity, John Banville, Len Shlain, Reg Nordman
Salesopedia: The Sales Place
Jul 8, 2009 Favorite URLs
There are several sites that offer ‘everything sales’. But one of them is truly professional, fresh, and a showcase for quality: Salesopedia.
Begun about two years ago by Clayton Shold and Dave Maynard to be an encyclopedia/wikipedia for sales, Shold and Maynard have grown the site to be THE place for all-things-sales, with provocative articles and great podcasts. And they keep the site looking fresh, slightly edgy, and crisp. They are obviously doing everything they can to, as Dave says, “Get your attention so you can find those hidden gems.”
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Tags: all-things-sales, blog, Clayton Shold, Dave Maynard, integrity, podcast, Salesopedia, serving
