Sales & Marketing

/Sales & Marketing

Why the Elevator Speech Is Dead—And What to Do Instead

Ten years ago, clients asked me to help their sales teams to perfect their elevator speech. Not anymore. It’s dead. Nobody has time to listen to your elevator “speech.” How often do you hear a TV anchor say to a guest, “I’ve just 10 seconds left; give me your reaction to X.” Impatience has quashed [...]

6 Ways Salespeople Irritate Customers and Lose Sales

Salespeople are typically the nicest people in the room. They ask about your family. They laugh at your stories. They empathize with your hard luck. But occasionally, you run into someone in sales who just needs a paycheck, someone who’s a technical expert but has the personality of a duffle bag, someone who has been [...]

6 Secrets to Becoming Your Own Boss

Not everyone longs to be THE boss of a large team or organization. But given a choice, most of us would like to BE our own boss. We want the freedom to use our own judgment in making work-related decisions, to set our own work schedule, to earn at the income level we choose. Whether [...]

Are You Leaving Customers in the Dark With a Vague Agenda?

You’ve interacted with your prospect a couple of times—either on the phone or by email. You’ve researched the organization. You’ve teased them with some industry data that you think they’ll find valuable. Then finally you get that all-important invitation: “Why don’t you come out and talk with us in more detail.” You don’t want to [...]

Are You Telling a Story––or an Anecdote?

No, it’s not just you. You’re not just imagining that half the blogs and books you’ve read in the last few years have urged you to learn to tell a great story. Here’s why. Stories make things stick. Professional speakers, CEOs, entertainers, trainers, and leaders have learned that data, marketing messages, instructions, procedures, or just [...]

5 Tips for Executives Who Become Public Speakers

Many professional speakers have a talk in search of an audience and then wonder why their listeners don’t find what they say relevant! The preparation is exactly backward. This process is particularly true of executives—both before and after they leave their corporate positions. Having coached executives for three decades, I routinely see the process: Someone [...]