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- New Lessons from Moneyball's Billy Beane
- Here's a post for baseball nuts: Management by Baseball's A 2008 Billy Beane Lesson in Adaptation. It's lengthy though shorter than the typical baseball game, and connects why the Oakland A's have stumbled in the wake of "Moneyball" other teams figured out the same tricks, to what it means for...
- Blog posts 2008-04-23
- How to Give Great Presentations
- Big sales pitch, product launch, or press conference coming up? Banish your fear of public speaking with MSN Careers' six tips on giving stellar presentations. A couple highlights: Slow down and relax. When presenting, try to maintain a moderate pace -- not too quick or too slow. Start in...
- Blog posts 2008-03-20
- Eliot Spitzer's Character: I Told You So
- Right now, a lot of people are piling on Eliot Spitzer for portraying himself as being so righteous in stamping out evil even while reportedly seeking out the services of high-priced call girls. People seem to be surprised. But I'm not. I was very lonely out there in the...
- Blog posts 2008-03-11
- Inflation + Slowdown = Pricing Dilemma for Food Makers
- As commodity costs have soared, analysts have been pleading with Kraft Foods to raise its retail prices. But the packaged-food giant has hesitated, worried that higher prices would send consumers scurrying to discount brands. Such is the dilemma created when inflation hits during an economic slowdown. ...
- Blog posts 2008-03-05
- The Essential Sales Presentation Checklist
- Sales presentations to large groups of people are tough to do well. Here's a quick way to assess whether your sales presentation will really close the deal, based upon conversations with presentation guru Terri Sjodin and Harvard psychology professor Stephen M. Kosslyn. Get out your most recent sales...
- Blog posts 2008-02-25
- Selling Clinton, Huckabee, McCain, and Obama
- I was recently talking to Terri Sjodin, author of the bestseller New Sales Speak: The 9 Biggest Sales Presentation Mistakes and How to Avoid Them (Wiley 2006). Smart lady. She pointed out that a B2B sales presentation isn't persuasive (meaning it won't drive buying behavior) unless it...
- Blog posts 2008-02-19
- Dealing with the Flu at Work
- Having just gotten my butt kicked by a virulent form of the flu that's making its way around San Francisco, I've been thinking a lot about sickness and productivity recently. It's a complicated issue. Certainly, there's the battle being waged between your desire to get work done and your desire...
- Blog posts 2008-02-14
- Who to Ask for a Referral.
- If you want a great referral, you must ask somebody who already trusts you. This seems obvious, but you'd be amazed at how many times sales pros ask for referrals right after making their first sale - even though they haven't yet proven that they can deliver...
- Blog posts 2008-01-18
- Gadget Love: Solio Hybrid 1000 Solar Charger
- Quick: What's green and yellow at the same time? The sun, of course! You can harness its awesome power with the Solio Hybrid 1000, a solar-powered charger designed expressly for gadgets like phones, Bluetooth headsets, iPods, and GPS receivers. Just leave the Solio in the sun for...
- Blog posts 2008-01-18
- Don't EVER Cold Call Again
- In Monday's post, "Better Than Cold Calling" I went through some of the basic ideas about Referral Selling, based upon a conversation I recently had with Joanne Black, author of No More Cold Calling. She gave me a simple, five step process for asking for a personal referral....
- Blog posts 2008-01-16
- Don't EVER Cold Call Again.
- My first post (now titled "Better Than Cold Calling") was setting up the ground rules for Referral Selling. Since that's a way to avoid cold calling which most sales pros dislike, so I gave the post a title that seemed like a catchy way...
- Blog posts 2008-01-16
- Better Than Cold Calling...
- It's been said repeatedly that B2B sales is all about relationships. However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam. The best way to get into a customer account is through a personal referral. Please note that a...
- Blog posts 2008-01-14
- Too Little Team Conflict Can Lead to Disaster
- We remember sitting in a sixth-grade classroom on January 28, 1986, watching the catastrophic events of the clear, crisp morning near Cape Canaveral, Florida unfold on a large television screen. What many saw and remember as the explosion of the Space Shuttle Challenger, barely on its way to the Earth’s...
- Blog posts 2008-01-13
- Quants By the Numbers
- One small advantage to holiday colds is catching up on some reading. A lengthy cover story in the November/December issue of Technology Review looked at Wall Street's shaky summer, and I saved it because it offered an inside look at the culture of the "quants," those math mavens whose algorithms...
- Blog posts 2007-12-31
- How Do You Make Your Message Stick: Ask JFK
- Walk out of your average PowerPoint presentation, and an hour later you probably won't recall the main idea of the talk. It's frustrating to waste time listening to ideas that quickly slip away, but it's even more frustrating to try and fail to make an idea stick. Luckily, the McKinsey...
- Blog posts 2007-12-20
- CRM Done Right
- The Idea in Brief Frustrated by high costs and dubious payoffs, managers that used the first customer-relationship management CRM systems came to view them as overhyped IT investments. Accordingly, CRM spending plummeted between 2001 and...
- Articles 2007-12-14
- Improving Telephone Selling Techniques
- A telephone can be a powerful sales tool in the right hands. It can be used to generate leads, qualify prospects, and support the field sales force. To be effective, it's essential to prepare for the call, target the right prospects, and plan a structured but flexible script. What...
- Articles 2007-11-21
- How to Get Motivated?
- Selling is emotional heavy lifting. Everything from cold calling to closing requires the ability to get motivated and to perform at your best. Not surprisingly, there are hundreds of motivational gurus and authors who promise to help. One of my personal favorites is Omar Periu,...
- Blog posts 2007-11-12
- Send Your Questions to Business Hacks!
- You've got questions -- we've got an inbox! Wondering how to choose a smartphone? Where to look for cheap airfares? How to stay productive during these cold winter months? Maybe you've got an office-tech dilemma you're unable to solve. Send us your questions, and you might just see the answer...
- Blog posts 2007-11-12
- Good News for Friday: Beer Can Be Good for You
- Maybe you'll spend this weekend raking up the leaves in your front lawn. Maybe you'll hit the gym, chase around your toddler, or play a game of pick-up basketball with your friends. Whatever physical activity you do to work up a sweat, you may also feel the desire for...
- Blog posts 2007-11-02
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