Bangalore India Day One: ROI on Training SEs

I arrived this morning at 2 AM in Bangalore India – I’ve spent the last 9 hours on the plane to the left, a 747 Lufthansa aircraft (traveling from Frankfurt to Bangalore).  Note, that’s after spending 9 hours traveling on a USAirways Airbus 330, Charlotte to Frankfurt.  Tomorrow I will be working with SEs from […]

White Board Correction!

I was somewhat embarrassed when one my long time friends and business associates contacted me last night to comment on yesterday’s white board post.  “I never use Power Point”, was his first comment…and I know he closes some very big deals.  But his second comment was a correction, and he’s absolutely right!  “Your competition will […]

Bring Your Own Markers

Continuing on with the topic of white boarding – this is something someone should probably write a book on.  It’s one of the most used tools in the sales process, but often misused by ill-equipped sales people.  A few practical pointers: 1.     Always carry our own markers.  I started doing this about twelve years ago.  […]

mastering boardroom presentations

Have you ever been to a showcase?  Showcases are where speakers go to present their best to an audience of speakers, meeting planners, and other buyers of speaker services to show off their stuff.  Motivational speakers, humorists, trainers, and the like get just a few minutes to give it their best shot.  I attended one […]