Join Me In Panama At The Nature of Business Executive Program 2019

Back in 2011, I visited Panama for the first time and it was a life changing adventure. Since then, I’ve been back every year. Not only that, I invested in an eco-preserve in order to protect over 10,000 acres of rainforest and I co-founded Geoversity and its annual conference called The Nature of Business. We’re hard at work planning the next installment of this annual conference and this is your opportunity to be first in line for consideration to join us as one of just a few dozen global leaders in Panama February 5 – 10, 2019. Related posts: Optimizing Annual Conference And Event Websites How a Top Bank Executive Left Finance to Start an Adventure Travel Company — and What He Learned About Success in Business Join the 3-day Email Marketing Challenge! – SPI TV Ep. 58 How a Group Program Might be the Right Next Step for Your […]

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To Be a Better Salesperson, Master Your Ego and Bend Time

Our perception of self and our perception of time can undermine or aid our success. May 25, 2018 5 min read In the early ’90s, my first job out of law school had me selling legal research at Westlaw, where I was trained by Mike Bosworth, a solutions selling expert. He taught me that a good salesperson needs to have two important characteristics: empathy and ego. Related: 7 Key Selling Habits All Sales Professionals Must Develop I believe that this approach is outdated, as ego and empathy are related in my view, and this formula certainly needs to be upgraded. There’s another important factor to be added that Bosworth did not consider when it comes to achievement in business: time. There are two things that often get in our way when it comes to sales, business, or life: our perception of self (our ego) and our perception of time. Leggo […]

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Most Salespeople’s LinkedIn Profiles Are Terrible. Here’s How To Improve.

These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Related posts: How To Seal The Deal By Understanding The 3 Phases Of The Customer Buying Cycle The Salesperson Expert versus the Web-Educated Buyer Power up Your Lead Generation with Linkedin Why Your Salespeople Need to Spend Time in Customer Service Do Salespeople Make Good Founders? Here’s What They Do (and Don’t) Bring to the Table. You’ll Cringe at These 10 Terrible Excuses for Why Companies Don’t Have Women on Their Boards of Directors Jack Dorsey Is Finally Realizing Twitter Is a Terrible Place How to Use LinkedIn to Find Your Next Job

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3 Sales Meeting Mistakes You Don’t Know You’re Making

May 7, 2018 5 min read Opinions expressed by Entrepreneur contributors are their own. Running effective sales meetings doesn’t come naturally to me. Over time, I’ve learned how to structure them in a way that takes advantage of my introverted nature and my natural awkwardness. But, if you’re still trying to find your own path, you’ll enjoy learning from the conversation I had recently with Jill Konrath. Related: SalesLoft Grew Its Revenue by 1,750 Percent Using Outbound Sales. You Can, Too. Konrath is an international sales speaker who was named one of the most influential sales experts of the 21st century by LinkedIn (where she currently has more than 350,000 followers). She’s also the author of four best-selling books — More Sales, Less Time; Agile Selling; SNAP Selling; and Selling to Big Companies — and she’s worked with companies like GE, Microsoft, IBM and Staples. Konrath has also been doing a lot of work recently […]

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Maybe Your Sales VP Is The Problem

We are now going through the biggest communications revolution in human history. Nearly every single person on the planet has a smartphone in their pocket and your potential customers are instantly engaged 24/7 to the companies they want to do business with.  The problem is that sales VPs and sales managers typically learned how to sell before the revolution and many insist on managing their teams based on the old rules that worked for them.  Related posts: If Your Sales Pitch Is Missing This Step, You May Miss Out on the Sale The ‘Old School’ Factors that Lead to 21st-Century Sales So, You’re in Sales But (Secretly) Yearn to be a CEO. Here’s How to Make That Happen. Sales Enablement Tools Are the Keys to Making More Money The Salesperson Expert versus the Web-Educated Buyer Pros & Cons of Supplementing Your Sales with eBay and Amazon Supreme Court Gives States […]

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Expert Witnesses Find New Business By Newsjacking

Newsjacking – the art and science of injecting your ideas into a breaking news story to generate tons of media coverage, get sales leads, and grow business – is all about providing value. The content you create via a blog post, video, or tweet with a hashtag must have a direct tie to the news story, it must be timely, and it should provide a take on the story that helps journalists and others to put the story in context. Newsjacking is powerful when done right. Related posts: Oxford Dictionaries Shortlists ‘Newsjacking’ As Word Of The Year For 2017 11 Expert Tips on How to Successfully Grow and Scale Your Business Ten Expert Tips for Creating a Viral Content in 2018 Power Outage at CES Brings Irony, Newsjacking, and Attention to Puerto Rico The Salesperson Expert versus the Web-Educated Buyer The 3 Steps to Create Your Expert Offer and Get Paid […]

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The Salesperson Expert versus the Web-Educated Buyer

Prior to the ability for consumers to research products, services, people, and companies on the web and social media, salespeople needed to be the expert. The buyer didn’t have the ability to go online and conduct independent research; an important aspect of the sales process was the buyer’s education by the seller. Related posts: How To Seal The Deal By Understanding The 3 Phases Of The Customer Buying Cycle Most Salespeople’s LinkedIn Profiles Are Terrible. Here’s How To Improve. Maybe Your Sales VP Is The Problem To Be a Better Salesperson, Master Your Ego and Bend Time Expert Witnesses Find New Business By Newsjacking How to Drill Down Into Your Buyer Personas to Create Hyper-Targeted Content 8 Keys to Coming Off as the Expert in Whatever You Sell The 3 Steps to Create Your Expert Offer and Get Paid More

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