Making Hard Calls – Day 24 of 31
Cold calls are one of the hardest things to do in a job setting. Calling people who didn’t ask for …
The Big One – Day 20 of 31
One of the things that I’ve learned in sales is that prospects can smell desperation. Because so many salespeople live …
Brain Diagnoses Sales
Picture this scenario: You have a headache for a couple days and it doesn’t seem to be getting better, so …
You Win Some You Lose Some
Often it’s when you’re running fastest when you trip the hardest. Today I lost my second-biggest customer. My company has …
The Buyer Doesn’t Want to Be Chased
Every buyer has a system for buying. Even if they don’t know that they have a system, they do. I …
What If Nike Stopped Advertising For One Week?
I’ve often wondered what would happen to some of these giants in their markets if they took one week off …
Niche Conversations
Have you ever been in a conversation that you realize is way out of your league? Maybe you’re not into …
Working for Rockstars
There have been more than a few times that I’ve sat in a room with members of my company, Vital …
Still Drinking From A Fire Hose?
When I first started at the job I’m in about 9 months ago, one of the pieces of advice I …
Do Salesmen Need To Be Extroverted?
Among many of the misconceptions about salespeople, I think it’s easy to assume that to be a good salesperson you …
The Stabbing Hurts Worse When You Know Them
An Account Manager role is some kind of weird hybrid between sales and customer support. Depending on what company you’re …
The Man From Lebanon
Last night, my roommates and I had some friends over for dinner. One of the friends was my roommate’s new …
Homeless Entrepreneurship
Working at a job a block away from a homeless shelter, I’ve had my fair share of interesting encounters with …
Deborah, the Vacuum Sales Woman – Part Two
Part two. See part one here. Deborah’s sale had ended. The three bachelors living in this house weren’t concerned enough …
Deborah, the Vacuum Sales Woman – Part One
Kirby vacuums. Sold all around the world, yet you’ll never see them in Costco. You’ll never see them in the …
Proactive Volunteering
When there are volunteers for something, the tendency is for them to not work as hard. Seems natural. They are …
Leads on Leads on Leads
I talked to over 50 medical practices at a conference this weekend. About thirteen of them were practices that are …
Life at a Startup: Level Thirteen
This is Part 13 of a weekly series on my growth and development at a software startup in Austin Texas. …
Flashy Lights and Transparency
Moths fly to the light. A pretty well-known fact, especially if you’re in the light at dark…surrounded by a thousand …
Life at a Startup: Level Eight
This is Part 8 of a weekly series on my growth and development at a software startup in Austin Texas. …
Life at a Startup: Level Five
This is Part 5 of a weekly series on my growth and development at a software startup in Austin Texas. …
Life at a Startup: Level Four
This is Part 4 of a weekly series on my growth and development at a software startup in Austin Texas. …
What’s a Decision Maker?
The decision maker is a term that is very familiar to most people in business – especially those in sales …
Cadence and Audit. Bored yet?
I was assigned my first project at my new job today. Going through each of our customer accounts and audit …
Professional Jargon’s Got To Go (Most of the Time)
When you are in a role or have a job that uses words or terms that you didn’t know before …
Operation: Find 10 Jobs
At the beginning of this week, I had a challenge. Find 10 leads on possible jobs in the field I’m …
Deciding On the Future: What Methods to Use
As I’ve been continuing my journey in figuring out the best “career path” for myself, I tried a couple of …
Sales Shouldn’t Be About Check Marks
I recently interviewed several college-aged kids asking them what caused them to follow or like brands on social media and …
Good Copywriting And How It’s Made
“I know I don’t need it, but the features they offered were too good to pass up!” How many times …
Portfolio Project – Finale
I have now spent the last four weeks investing myself into a project. At times using skills I already had, …