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- Don't Tolerate Crazy Bosses.
- A few posts ago, I launched a worst sales manager contest. You readers came up with some definite doozies, but the best of the worst as it were was:Hes arrogant, hes sarcastic and hes the ultimate control freak. He fights (yes, physical slapping and kicking) with the other sales...
- Blog posts 2007-05-14
- Morph of a Nerd CEO â€" How Hard Will You Work?
- Nerds are used to long hours. But the long hours you spent getting a program to work are nothing like the hours you’ll have to put in if you start a company and have employees. If you’re not prepared to work twelve hours at least six days each week...
- Blog posts 2007-03-27
- 5 Quick Pointers On Startup Hiring
- I’ve been in the startup business for a pretty long time now. One of the things that I’ve found hardest to do is find and recruit exceptionally talented individuals. This is not particularly surprising, I think all businesses (big and small, young and old) have this challenge. ...
- Blog posts 2007-03-27
- Who Needs Streaming Video?
- Streaming video is what we - a generation of TV viewers – grew up with. You watch what is broadcast when it’s broadcast as it’s broadcast. You blink; you miss something. Something disrupts the signal; a fragment of what you’re watching is gone forever. Doesn’t matter whether the...
- Blog posts 2007-02-23
- How to Call on a CEO
- Sales managers often press reps to call high, since the big money decisions are typically made in the CEO’s suite. Unfortunately, pitching to a CEO is easier suggested than accomplished. It’s not impossible, but it does require rethinking who you are and what you do. Let’s look at...
- Blog posts 2007-04-09
- You’re The People Whisperer
- Mary’s training a puppy. She’s taking the job very seriously and doing it well. Both of us think that we should have taken as disciplined an approach to managing people in our entrepreneurial days.The toughest thing for an entrepreneur to learn is that most people want to be led....
- Blog posts 2007-03-26
- Effective Questioning
- I recently had a conversation about effective sales calls with Wayne Turmel, manager of instruction for the sales training firm Communispond. He says that the best way to move a sales call forward is to ask questions that draw the customer into the sales process. Here are some...
- Blog posts 2007-03-27
- There Won’t Be Any Landlines in 2013
- There is a The Wall Street Journal story today about T-Mobile’s plan for a national roll-out of Hotspot @ Home - its WiFi enabled cellphone service. Currently, according to The Journal, phones from Nokia and Samsung can be used with both traditional cellular towers and some WiFi hotspots; the...
- Blog posts 2007-05-03
- Why Startups Can Innovate Better Than Microsoft, Apple and IBM
- Don Dodge wrote a couple of great articles recently titled “Why Startups Innovate While Big Companies Incrementally Improve” and “What do the PC, Mac and Xbox All Have In Common”. [Note: If you are interested in technology strategy, you should be reading Don Dodge’s blog. It’s got...
- Blog posts 2007-01-10
- Microsoft Memories
- Back when I was tomev at Microsoft (1992-1994), billg managed to a large degree by bullying. Even in conversation, btw, people at Microsoft were known by their email names. I didn’t report directly to billg; but, during much of the time I was there, I...
- Blog posts 2007-05-01
- Answering Objections 102
- In a previous post, I explained the classic “artful dodge” method for answering objections. That always runs the risk of irritating the customers, so here’s a less dodgy approach. This one is particularly useful for vague objections like “I’d like to think it over.” TECHNIQUE #2:...
- Blog posts 2007-03-14
- Make Yourself Cheap
- Just learned a new way to make myself cheap to call – especially from Western Europe where two of our children happen to live but also from the US. A Fractals of Change reader sent me a link to an article by David Pogue in the NYTimes “Overseas...
- Blog posts 2007-02-01
- 4 Quick Tips on Raising Startup Funding Without A Plan Or A PowerPoint
- Before we get too deep into this, let me clarify two things. When I say without a "plan," I mean without a formally written business plan – not that you should be clueless about what you want to do. And, when I say startup funding, I’m talking more...
- Blog posts 2007-03-26
- The Trader's Expo New York: A Commodity Trader's Stock Picks
- Earnings Call ExcerptSpeakersJohn Person, President, John Person, Inc. Editor, The Bottom LineSaturday, February 21, 2009About the SpeakerJohn Person, president of John Person, Inc., is a 27-year veteran trader in the futures and options markets and is a registered Commodity Trader Advisor. His book, The Complete Guide to Technical Analysis...
- Earnings calls 2009-02-26
- Get Out of a Client Vendor Bender
- Dear Conscience, I work for a small company. When we take on work for one of our larger clients, they will often give us a list of vendors they want us to use. Is this a request or a demand? Is it OK to say no?Don’t let your...
- Blog posts 2007-02-15
- Building Rapport in Retail
- It’s a truism that people prefer to buy from people they like. That’s why sales pros who are good rapport builders tend outsell those who are more reserved. In Business-to-Business (B2B) sales, you generally have at least the entire sales call and maybe multiple calls...
- Blog posts 2007-03-12
- Five Reasons CRM Stinks
- Don’t get me wrong. I like technology as much as the next guy, but I’ve been writing about – and hearing complaints about – Customer Relationship Management CRM for the past five years and have come to the conclusion that this is one technology thats got a lot...
- Blog posts 2007-03-16
- Leveraging Secrets, Without Undermining Reputation
- Dear Conscience,I share a cubicle with a colleague who spent the last several months job-hunting on company time. Hes constantly on Internet job sites, calling headhunters, and faxing his resume. Twice, he called in sick during to go on job interviews. Our company has a clear policy against this sort...
- Blog posts 2007-02-20
- Facebook Proves a Point
- Facebook is a wonderful example of the next wave of blockbuster new Web apps. Didn’t realize that though until I read Andy Kessler’s interview with 22 year old Facebook founder Mark Zuckerberg, who is reputed to have already turned down a billion dollar plus offer for the site from...
- Blog posts 2007-04-03
- The Life-or-Death Importance of Data Analysis
- So you’re having a heart-attack, and you’re sitting in the waiting room instead of the operating room because the hospital failed to analyze their performance data. They had tons of data on waiting time, to be sure—they just hadn’t looked at it. An article from today’s NYT gives a frightening...
- Blog posts 2007-03-07
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