http://www.perficency.com Perficency advocates New thinking = New results in business. Our weblog contains new ideas, real life situations, commentary and discussion from our expert sales consultants and business coaches. To join in the conversation, join this site. daily 1 2007-06-01T15:41:20Z http://www.perficency.com/perficency-community/new-thinking/facilitating-vs-selling No publisher mckee 2007-12-31T20:24:28Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/barking-up-a-dead-horse-2013-you-can2019t-just-will-yourself-or-your-people-to-change No publisher mckee 2007-11-07T14:32:13Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/get-a-response-get-the-truth-from-your-prospects In the last week, I have received a number of emails from clients that have had success with what I call the “I’m going away” email. I have written about this before, and I think its worth bringing up again. No publisher mckee 2007-08-23T11:14:41Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/topic-of-the-day-curiosity-isn-t-going-to-kill-anyone Be passionately curious. I recently finished reading the biography of Albert Einstein. He has nothing directly to do with sales and business of course, and yet there is at least one thing that we should all be reminded of. The explanation that Einstein himself most often gave for his mental accomplishments was his curiosity. As he put it near the end of his life, “I have no special talents, I am only passionately curious.” No publisher mckee 2007-08-22T20:50:45Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/what-are-you-afraid-of In my work with business leaders, sales professionals and professional services experts who are looking to grow their business, I find no one is immune to fear. No publisher mckee 2007-08-22T20:51:49Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/perfiency-on-knowing-when-to-walk-away No publisher mckee 2007-06-26T18:49:51Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/perfiency-on-ego-and-building-your-house ‘Building Your House on a Shaky Foundation’ No publisher mckee 2007-06-08T22:25:37Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/perficency-on-the-top-10 Your best existing clients are always the easiest places to find new growth, quality referrals and a blueprint for the right kinds of new prospects. At the most basic level, the blueprint for growth-related activities is two-fold. No publisher mckee 2007-05-31T17:09:59Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/dunder-miflflin-2013-here-are-some-ideas-from-perficency-around-hope-in-selling One of the words that I hear often from salespeople or subject matter experts who are responsible for generating new business is "hope" or "hoping". This word is like nails on a chalkboard. There is no room for "hope" or "hoping" in sales. No publisher mckee 2007-05-24T13:35:15Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/what-is-your-unique-value Over the past ten years of working with business to business sales and professional services organizations, I have concluded that all of them discount their own unique value. They don't really understand it, and don't effectively communicate it. No publisher mckee 2007-05-16T19:45:59Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/finding-a-compelling-reason-to-change Before presenting your solution, you must find your prospect's compelling reason to change. No publisher paul 2007-05-08T19:54:50Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/201dhow-our-assumptions-hold-us-back.201d We make assumptions every day of our lives, about how things are going to be. No publisher paul 2007-05-02T20:50:14Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/words-to-stop-using-in-sales-business-development-and-why Our words carry much more weight than we realize. No publisher paul 2007-04-25T19:38:18Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/question-going-into-a-first-prospect-meeting-or-call-what-is-typically-your-intent Topic for the day: Have a clear intent before key prospect meetings No publisher paul 2007-04-25T19:40:24Z Blog Entry http://www.perficency.com/perficency-community/new-thinking/three-essential-questions-in-your-new-business-development-process Over the past month in our work with clients and speaking to groups, a "back to basics" theme has emerged. Sometimes we try to get too fancy with our approach to business development - building out complex process maps, jockeying for an upper hand in negotiations, trying to master human psychology and extract all the information inside someone's head. No publisher paul 2007-03-29T20:51:24Z Blog Entry