The title of this post may look like alphabet soup but stick with me for a couple of minutes and it will all make sense. One day, many years ago a seasoned sales professional in the graphic arts industry announced to me that he sells by the ABC method. Being younger than I am now I did not realize … [Read more...]
Why I write and publish
I write to make ideas tangible. I write to test the validity of ideas. I write because it's the doing part of thinking. and here's the big one... I write to fill the time I used to fill with behaviors and habits that could have destroyed my life. Sometime between June and July 2009 I pulled my … [Read more...]
Batman or Superman Part II
Last week I shared my friend Jeffrey Allen's Batman or Superman post with you. Jeff had so much fun writing that one he offered us this follow-up. I suggest taking a minute to read last week's part one first. In our last post we looked at why it’s better to be Batman than it is to be Superman when … [Read more...]
Getting Unstuck, Revisited
Yes, there are days I wake up and just don't feel like doing anything. Other days, I am so overwhelmed by the volume of opportunities that lay before me that I allow my brain to freeze up and decides to work on nothing. It's how I am wired. I can't change that but I can change how I react to both … [Read more...]
How do others present your wares?
I had the opportunity to watch a longtime customer and friend present the ColorMetrix story to one of his customer's the other day. What an invaluable learning experience it turned out to be. I was able to observe which bits and pieces of our product and services offering he feels add value to the … [Read more...]
Your public speaking wardrobe
The short version: Be comfortable in your chosen public speaking wardrobe whatever that is. The closing session of BlogWorld this year included many speakers but as I think back the clothing of two stands out. Penn Jillette was dressed in jeans and a damn nice casual dress shirt. The clothes fit … [Read more...]
Establishing Online Authority
After presenting Selling at (and to) a Higher Level for the first time last week, many of the audience followup questions centered around establishing online authority. I'm going to run through the steps I have used to increase traffic on this site, over at ColorMetrix and on Qip.com, which we … [Read more...]
Authority, Trust and Salesmanship
Contained in the title of this post are the three themes of my new Selling at (and to) a Higher Level presentation. My personal story for building success over the last eighteen months has been based upon building authority, gaining trust, and practicing sound salesmanship throughout the … [Read more...]
This weekend has been brought to you by Twitter
Friday evening we attended the Translator holiday party. Twelve months ago I did not know Mark Fairbanks or Cynthia Thomas (The Translators). I met Cindi and Mark online in that strange and wonderful place we call The Twitter. I can say the same of many other party attendees who I know today only … [Read more...]
Batman or Superman?
Today I have the pleasure of introducing a guest post from my friend Jeffrey Allen. Jeff is quite the critical thinker and can make even the Batman or Superman question interesting and insightful. Take it away Jeff! I like to ask a simple question of everyone I do business with. It gives me a bit … [Read more...]
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