Last week, Sean Murphy of SKMurphy reintroduced me to The Three-Minute Rule. It’s very simple: You can learn a great deal about customers by studying the broader context in which they use your product or service. To do this, ask what your customer is doing three minutes immediately before and three minutes after he uses […]
VIEW POST[This is an abbreviated version of my complete answer to this question on Quora. Click here for my complete answer.] 1. Make sure you are selling to the correct person. If a senior manager is bought into your solution, there should be no delays. Take the extreme case – If Tim Cook at Apple decided that […]
VIEW POSTMap your sales calls before you pick up the phone – create a “Call Map” and a “Conversation Tree.” This is a primary activity I recommend to salespeople (and those selling their products that don’t consider themselves a “salesperson” such as company founders and CEOs…). A “Call Map” is simply a flow chart or activity map where […]
VIEW POSTWritten in context of general leadership, this post has direct applications to Sales Leadership. Introducing a new product or service to any client means change. It is your responsibility as the sales professional to identify and overcome the resistance to change. The best tool for leaders of change is to understand the predictable, universal sources […]
VIEW POSTFrom page 85 of Daniel Kahneman’s “Thinking, Fast and Slow“: The principle of independent judgments (and decorrelated errors) has immediate applications for the conduct of meetings, an activity in which executives in organizations spend a great deal of their working days. A simple rule can help: before an issue is discussed, all members of the committee […]
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