RSSFinishing My Book With Humility And Hope
Sep 30, 2009 Sales Related
Writing is one of my life’s pleasures. It is a part of my everyday life – part of my breath. I wake up with an idea that I need to share, and run to the computer to write. Minutes later I have an article that I put away for a few hours, and revisit later in the day or week and then edit scrupulously, knowing that the article or paper is only as good as the edits. To that end, I have files labelled OUTTAKES so I can keep whatever ends up on the cutting room floor. Of course I never use it again, but just knowing that I don’t have to throw something away forever gives me permission to cut out that wonderful phrase, or that funny metaphor.
When my book, Selling with Integrity, made it to the NYTimes Business Best Seller’s list, I was ecstatic. I called my Mom. She was non-plussed. “You announced on your eleventh birthday that you were going to be a best selling author. Other kids your age wanted to be movie stars or cowboys. But you always loved writing. Knowing how driven you’ve always been, it was always a matter of time – not if, but when.”
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Birthing A Book
Aug 25, 2009 Decisioning & Change Management
I’m just putting the final touches on my new book which involves writing the text for the back cover, doing final proofs, chasing friends for testimonials. Although I write something every day, and have written hundreds of articles, many books, hundreds of blog posts, it’s not the same as a book. A book has some heft to it – not in terms of size, but in terms of the promise of it. And the time I have to weave my dreams onto pages that will hold them.
I thought I would write a brief sales book that announced my anger at the sales model for being so unruly, for allowing so much failure. So many sales people end up wasting so much time, not to mention buyers not getting what they deserve. I thought that I’d just have a good-old rant for 100 pages or so.
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Thoughts From A Weary Traveler
Aug 20, 2009 Random Thoughts
I’ve been awake now for 21 hours, having just flown in from Edinburgh. So nice to be back, but I must admit I quite like to travel as well. This trip was such fun, and so creative. Good work with a lovely client, and a few days to go to great theater at the Fringe. Plays, music, comedy. I even snuck in a museum (or Gallery, as they are called in Scotland). And Edinburgh is truly one of the most beautiful cities in the world. I”ve been to 61 countries, and Edinburgh is in the top 5 cities in my estimation.
My return flight was one of those effortless flights that make travel fun – even KLM was on its best behavior. Every flight was on time; there wasn’t a cloud to be seen anywhere, with great views of the glaciers in Iceland. Interesting seatmates: a woman who was returning from Germany after buying her 17 year old son a $70,000 Beemer (!?!) because he was a good kid and studied hard (Work after school to pay for his own gas?? Why?); a Republican business man who loves the interesting Governor of Texas, Rick Perry (Sometimes my asperger’s coaching does me well – I was able to smile sweetly and change the subject instead of say what was sooo close to the tip of my tongue.). An American who worked on the rigs off shore. Nice folks all around being helpful and kind to each other. Darling babies running around airports.
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Tags: edinburgh, haggis, new book, scotch whiskey, Scottish Malt Whiskey Society
Why Buyers Can’t Buy And Sellers Can’t Sell
Jun 22, 2009 Random Thoughts, Sales Related
Help me write my new book on helping buyers buy and sellers sell.
I am in the throws of doing final edits on my new book The Dirty Little Secret: why buyers can’t buy and sellers can’t sell and what to do about it and would love you to read a chapter. Many of you have been reading my books since the first book (“Sales on the Line” – still in print) came out 17 years ago; I’d now like to add your stories about facilitating buying decisions to the book.
This book takes my previous books to the next level, into the realm of systems management, decision facilitation, and servant-leadership. It shows what internal decisions need to get made and why, who needs to buy in and why, how a ‘need’ got to be a ‘need’ to begin with and why it’s kept in place rather than be resolved, and why buyer’s systems fight to maintain their status quo. And, importantly, it explains why sales is so inefficient. It actually offers the tools to
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Tags: case study, Dirty Little Secrets, new book
Winners Always Quit – Book Review
Jun 9, 2009 Book Reviews
For those of you who are fearful of change (and raise your hand if you’re not) Lee J. Colan and David Cottrell have written a charming little change book: Winners Always Quit: seven pretty good habits you can swap for really great results.
In it, they suggest:
- let your gut have a say in your decision making;
- attend to what’s important, and know the difference between what’s important and what’s not;
- stand back, slow down, and understand the big picture;
- listen to yourself and listen to others (No. Really.);
- success means helping others.
Tags: david cottrell, decision making, new book
Catch Up: Blogging With Colleagues, New Book Introduction
Jun 8, 2009 Random Thoughts
Hi Everyone:
I’m writing everyone to reconnect after several months of no contact.
As they say, “Sheeee’s Back!” But this time, with some new offerings. And regular blog posts J I’ve been listed as having one of the top 10 blogs, so please make sure you come back often.
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