The Rhyming Pitch
becky.torre Daniel Pink’s blog, an extension of the book To Sell is Human, considers some of the most interesting aspects of sales, many rooted deeply in psychology. Part of a smartly…
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The Dog Ate My Homework
Sometimes life gets busy. Actually, life always seems to be busy. But sometimes, it gets very busy. And according to Entrepreneur.com, pushing off researching companies before you talk to a…
Enchant Your Prospect
On first pass, Guy Kawasaki’s encouragement to “enchant” your prospects seems a little hokey. But it makes sense, as most things do, with a bit of explanation. Enchantment is not…
10 Lessons from Shark Tank
If you’re desperate for an hour of animated elevator pitches, watch a couple Shark Tank presentations to get your fill. And, just maybe, you’ll pick up a few sales tricks…
A Really Good Commencement Address
Did my title reel you in? Thought so. Don’t ever accuse me of being anything less than creative. Maybe it’s the close of the semester quickly approaching, the last for…
3 Lessons We Can Learn from Dan
Dan Waldschmidt is a business strategist, speaker, and chief content creator at Edgy Conversations, a sales blog ranked in the top 7 by the Wall Street Journal. Securing an entry-level…
Shut Up: Three Phrases that Plague Salespeople
Art Sobczak, of Smart Calling Blog, recently published a post on three phrases that all salespeople should avoid like the plague. He describes a few situations which can either make…
Tapping SAP
In Forbes’ 2011 list of 10 Companies that Pay Salespeople Really Well (can’t get more straightforward than that, right?), SAP America Inc. is featured at the top. Located on the…
How to be a Mime
Psychology indicates that empathy is closely connected with an individual’s ability to mirror the body language, intonation, and speaking style of another. Learning how to read people and then repeat…
A Seasoned Salesman’s Strategy
“Sales is all about psychology. You have to understand your client and you do that by listening, then asking questions,” Mike multitasked as we spoke, driving into city, checking emails,…