One of the most common clichés in business is “The customer is always right.” It’s a staple of books and training seminars on sales, marketing, and customer service. And it’s dead wrong. While today’s buyers …
Look to the Past for Future Sales
As a general rule, it’s best to focus on the present while keeping an eye toward the future. That doesn’t mean, however, that you should completely ignore the past. Because not only does the past hold a plethora of …
Short Attention Spans Aren’t the Problem
It seems like every other week I read an article bemoaning the ever-declining length of the human attention span, which apparently is down to 4½ seconds. (Which means you’re no longer even reading this.) Here’s the …
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Seven Business Failures You Can Learn From
Failure leads to success, if you learn from it. But what’s better than learning from your failures? Learning from someone else’s failures! Listen in as Jeff Shuey (Chief Evangelist at K2), Andrea Waltz (author of Go For …
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Are You Using This Powerful Word Enough?
Words have power. And some words have more power than others. Some of the most powerful words you can use in your sales and marketing efforts include “free,” “proven,” and “you.” There is one word, however, that is not …
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Five Myths that Jeopardize Your Sales
The world is full of myths, and the field of sales has its share. But while myths can be entertaining—and even instructional—they can be dangerous if taken seriously. Listen to my appearance on Breakthrough Radio with …
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