There’s a subtle distinction between stubbornness and persistence. It’s easy to mistake one for the other, both as a first-person doer and a second-person observer. I remember watching a documentary on a real estate billionaire, David Siegel, who was building the largest and most expensive house in America, called Versailles; during construction, the financial meltdown of […]
There are a hundred problems you could solve for your sales team, but some are certainly more pressing than others. The last thing you want is to spend a pile of cash on technology nobody uses. To ensure you create an app your sales reps actually use, you need to figure out what problems they’re […]
Stop Killing Time StumbleUpon came and went. Time-wasting websites and apps are on par with logo-emblazoned pens. There may have been a period in the early 2000s where people wanted to use the internet just for the sake of using it, but that’s over. People are super busy now, so give them something that makes […]
I was writing the resignation email for an executive networking group that drives about 10% of our annual revenue when the phone rang. It was a new lead referred by the group. The lead sounded promising, so I took down the info and thanked my contact. The conflict that I thought I had settled suddenly […]
Line up 10 real estate agents and ask them to give you their elevator pitches. Which one is the best? If you’re not in real estate I bet you couldn’t tell. Real estate experts will pick up on subtle details, nuanced definitions and client examples to easily assess who’s the real deal. But a real […]
CRM is a fantastic tool. However, in many instances, companies find that sales reps view any CRM system as a burden. Why? Over the past few years, CRM’s primary use has evolved from helping sales reps improve their relationships with customers to helping senior management visualize and forecast revenue. This evolution has been unfortunate because […]
A new trend is emerging in the service industry. Attorneys, event producers, real estate firms, language translation companies, architects, cleaning services and even electrical contractors are beginning to differentiate themselves with technology. We’re calling it the tech-service hybrid. Each industry uses technology differently, but they’re united by a competitive advantage that relies primarily on software […]
In a recent conversation I had with Mark Wayland, he mentioned that in his 30 years of sales coaching, the best meetings are always the ones where the client is sitting next to you and you’re both sketching on a piece of paper together. That is what the iPad and other tablets can do, but […]
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