Monthly Archives: June 2016

Top 25 Incendiary Social Selling Secrets

Top 25 Incendiary Social Selling Secrets

Can you close million dollar deals with social selling fully inside? Yes. Here are the top 25 ways how you…

17 Peculiar Paradoxes of Social Selling

17 Peculiar Paradoxes of Social Selling

Every area of our lives is rife with paradox. Social Selling has engendered many of its own but I’ve yet…

Whale Hunting Part II – Anchoring The Deal

Whale Hunting Part II – Anchoring The Deal

Budget. Timeline. Compelling Event. Success Criteria. Together these form the basis of anchoring a deal so that it does not…

Whale Hunting Part I – The Rate of Decay

Whale Hunting Part I – The Rate of Decay

What do complex sales and the radioactive decay rate of atoms have in common? “The rate at which these unstable…

What should you do when your client asks you for a discount?

What should you do when your client asks you for a discount?

You’ve got this great client. Let’s call him Phil. You’ve been working together for years, and you think the relationship…

The Sales Professional’s Oath

The Sales Professional’s Oath

The world is changing faster than ever but leadership remains the X factor of sustained prosperity. The best leaders are…

The Big (Sales) Short

The Big (Sales) Short

The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing…

Microsoft Acquisition of LinkedIn – What It  Means

Microsoft Acquisition of LinkedIn – What It Means

Microsoft has announced the acquisition of LinkedIn for a record US$26.2 billion which makes it the biggest deal Microsoft has…