25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

Bakers of the World Unite

It is not from the benevolence of the butcher, the brewer, or the baker that we expect our dinner, but from their regard to their own interest. - Adam Smith Adam Smith gave bakers a bad rap 300 years ago when he noted that they - all ... [Continue Reading]

A Behavioral Modification Machine

The snack business is big.  Very big: more than $124 BN in North America and $167 BN in Europe, according to Nielsen, a market research firm. The global soft drink (sweet drinks, fizzy and flat and water) market is over $531 BN.  That's a lot of ... [Continue Reading]

The Productivity Puzzle

Why it is that, while the development of digital tools explodes (Tablets, smartphones, big data, the cloud, AI) and spreads rapidly around the world, productivity as measured by economists is steadily declining, is a pretty big puzzle.  All the more ... [Continue Reading]

24-63 Don’t Buy That List

It feels satisfying to purchase a list of 10,000+ names but it is a waste of time and money. Purchased listes tend to be only 60 - 80% accurate and using them may result in spam complaints. Better to build your own, smaller and more focused list, ... [Continue Reading]

Our Friend the Fruit Fly

(When I am not working with sales and marketing teams, I like to bake sourdough bread.) Well, it turns out that the common fruit fly - Drosophila Mengaster - with one of the most studied set of genes in biology, does something quite helpful for ... [Continue Reading]

22-07 Hype in the Valley

Hype moves our economy forward and also wears us out. Silicon Valley thrives on hype: best to dip into its reservoir of this inflaming liquid with care, otherwise you'll find yourself chasing other peoples' dreams. Not your own. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via ... [Continue Reading]

22-40 Buyer Persona: Who I Selling to?

Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort - this is really the biggest benefit. ... [Continue Reading]

21-59 Sales Metrics

Keep the metrics you track with your sales team focused on actvity (calls and email) and pipeline health. Do not overload your team with data gathering - this will only service to demoralze them and have them figure out how to game the system. ... [Continue Reading]