Common Question: What Questions Do I Ask Executives?

“What questions should I ask when meeting with an executive?” This question came up about three times last week during various marketing events, coaching calls, and emails with clients – “Can we put together a list of questions for the sales team to use when talking to executives?”  I usually get this question when talking […]

Shooting in the Dark

Yesterday I mentioned Covey’s second habit – Beginning with the end in mind…how does this work in practice? When planning a sales call, “the end”, or meeting outcome must be the first consideration!  Doing otherwise wastes both yours and the prospects time.  What should the call outcome be?  Almost every company I work with can […]

The Solo Age

Wall Street’s Article in today’s paper, Succeeding in the Age of Going Solo, has some great thoughts for sales people.  The article is really written for all of those professionals who at some point in the last decade faced a layoff and ended up on the street with a resume and no openings.  I am […]

What’s in store for 2010?

Growing up, on New Years Day, my father would always say, we’re starting at zero today.  In other words, last year’s revenue doesn’t matter, what matters is, how will our business do in 2010.  It’s often said, dwelling on past success sometimes leads to future failure.  However, if you’ve taken some of the advice I’ve […]