New Thinking Blog — sales-consulting, sales-training, sales-coaching

Facilitating vs. Selling

Thursday, December 20, 2007 | Permalink |

Barking Up a Dead Horse – You can’t just WILL yourself or your people to change

Monday, October 29, 2007 | Permalink | Comments (0)

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.

Monday, August 13, 2007 | Permalink | Comments (0)

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.”

Tuesday, July 24, 2007 | Permalink | Comments (0)

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.

Tuesday, July 10, 2007 | Permalink | Comments (0)

Perficency on knowing when to walk away

Friday, June 22, 2007 | Permalink | Comments (0)

Perfiency on Ego and Building your House

‘Building Your House on a Shaky Foundation’

Thursday, June 07, 2007 | Permalink | Comments (1)

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.

Thursday, May 31, 2007 | Permalink | Comments (1)

Some thoughts and 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.

Tuesday, May 22, 2007 | Permalink | Comments (8)

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.

Tuesday, May 15, 2007 | Permalink | Comments (8)

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