Selling: It’s a Matter of Trust

The concept of selling has been around a long time. Even before the first coins were minted around 600-700 BC, selling was a common practice. The bartering of goods and services in exchange for other items of value required people to convince each other that any given item was more valuable than something similar offered … Continue reading Selling: It’s a Matter of Trust

Why is “Sales” Such a Dirty Word?

Black or white. Good or evil. Republican or democrat. Positive or negative. We’ve gotten pretty good at drawing lines in the sand, haven’t we? As a society, and a species, we love to categorize and label people, things, and activities. We somehow feel more comfortable having declared our alliance with a particular side and then … Continue reading Why is “Sales” Such a Dirty Word?

How To Recover From a Setback

Whenever superheroes and supervillains clash, there will inevitably be a high degree of collateral damage. Vehicles, buildings, even entire cities are destroyed when good and evil collide. But after the battle is over, who picks up the pieces? Who cleans up the rubble, replaces lost inventory, and compensates the victims after the dust has settled? … Continue reading How To Recover From a Setback

Anticipation vs. Expectation

It was mid-October when I received the call. On the other end of the line was a manager whose tone told me he was not happy. “Something is wrong with my scorecard,” he said. “You need to get it fixed right away.” Like many organizations, our company utilized a monthly performance scorecard to track a … Continue reading Anticipation vs. Expectation

3 Ways to Hold Yourself More Accountable

During a recent webinar series, I likened managers who avoid accountability to the leader in Hans Christian Anderson’s tale “The Emperor’s New Clothes.” In this story, two charlatans tell the emperor that they are master clothiers. They offer to make him a beautiful suit like none he has ever seen. Furthermore, they say, the cloth … Continue reading 3 Ways to Hold Yourself More Accountable

3 Steps to Take After Receiving a Referral

I couldn’t believe what I was hearing. A teller with a leading community bank (a former employer of mine) had sent me an email, saying she wanted to speak with me for a few minutes. She was looking for referral advice. Naturally, I expected her to ask for tips on making referrals. Perhaps she wanted … Continue reading 3 Steps to Take After Receiving a Referral

10 Tips for Better Referrals

re-fer-ral (noun) an act of referring someone or something for consultation, review, or further action. Growing a business is hard. Unless what you have to offer is cutting-edge, standing out from the crowd can be a grind. And let’s face it, most of us aren’t selling something truly innovative. We sell commodities, a product or … Continue reading 10 Tips for Better Referrals