slidedown

Have you ever had a salesperson ask you to tell them a story so they can get to know you?

Our reader poll today asks: Have you ever had a salesperson ask you to tell them a story so they can get to know you? Yes, it happens frequently: 20.6% No, I’ve never been asked to tell a story: 79.4% Stories tell more than the story. If you’re in sales – and let’s be clear, […]

The Networking Opportunity You’re Missing

In a connected world, opportunities are more about who you know than what you know. Whether it’s a job, making a sale, or finding your next great new hire, you’d be a fool to miss some great opportunities to build your network. With the growth of platforms like LinkedIn, it’s easier than ever to connect […]

How effective is your organization at using good measurement practices?

Our reader poll today asks: How effective is your organization at implementing good measurement practices? Very — we’re rigorous about the measurement methods we use: 8.1% Mostly — sometimes we’re not as effective as we could be: 35.6% Not very — we’re only disciplined when measuring major metrics: 34.1% Not at all — we’re terrible in […]

When you’re not interested in a vendor’s product, how do you handle it?

Our reader poll today asks: When you’re not interested in a vendor’s product or service, how do you handle it? I tell them I’m not interested quickly and directly: 74.0% I continue conversations until they realize there’s not a fit: 4.1% I ignore their calls and emails and hope they disappear: 21.9% Exercise common courtesy. While […]

Should you focus on great technology or a great operation?

Our reader poll today asks: Which is more important: having a great technology to sell or a great operation that sells it? It’s all about the tech. It’ll sell itself. :15.5% Operations and execution is where it’s at.: 84.5% The tech is the easy part. No matter how great your technology is, if you can’t sell […]

Want to succeed as a consultant? Pick the right revenue model

If you want to be a consultant and run your own firm, you need to have a good sense of your revenue model. There are many to choose from. Pick the right one and be very profitable. Pick the wrong one and you’ll be working like a dog for a tiny paycheck. Your revenue model […]