Category Archives: making it happen

Sales: Becoming a Star

This is the third post in a series on sales. See part one here and part two here.  Whether you’re new or old to the sales game there are 3 factors that are going to define your performance. Previously, we broke down the fundamental building blocks of the discipline, … Continue reading

Posted in career, making it happen, Sales | Tagged , , , , | 1 Comment

Sales: What’s it made of?

This is second part in a series on sales. See part one here. Do an Amazon search on sales and you’ll find a million and one books on different types of sales, salespeople and selling. Very few of these books … Continue reading

Posted in career, making it happen, Sales | 1 Comment

The ABC’s of (cold) Emailing Strategy

Email can be a beautiful thing. If you know how to use it. A friend in Public Relations turned to me for advice on how to make better use of email. In particular, she was emailing tech journalists to promote … Continue reading

Posted in making it happen, Productivity | Tagged , , | Leave a comment

Getting your CV (resume) right: for the uninitiated

Some years back I managed an entry level sales team that I was responsible for recruiting and training, on a very small budget. I had limited resources and had to get the right people in place as quickly and efficiently as … Continue reading

Posted in career, making it happen, Uncategorized | Tagged , , | Leave a comment

6 ways event organizers can improve trade shows for exhibitors

This is the third post in a series on trade shows, and how they are in need of a value enhancing makeover, more consistent with the modern face of insight sales. This post is really a continuation of the first. … Continue reading

Posted in making it happen, Sales | Tagged | Leave a comment

8 ways exhibitors can create trade show success

As I reviewed previously, the entire paradigm of creating new business via the “Trade Show” as an exhibitor is in need of a massive rework. In a future post I’m going to make some recommendations for the event organizers, but … Continue reading

Posted in making it happen, Sales | Tagged | Leave a comment

keys to success: momentum

Of all the factors that separate top performers (champions) from the rest ( journeymen), momentum is one of the most fundamental. It’s also one of the most fundamentally easy to begin examining and changing.

Posted in making it happen | Tagged , | Leave a comment