We are all in sales. No matter what we do for a living, we all represent ourselves, our employer, and our value system to those with whom we come in contact. The very best sales people are not those who will promise anything and harass people to close a deal. People like that don’t last…
In a sales presentation, you need to know who the decision maker is. And if you’re going to succeed, you must get that right. I have been in situations where I have presented to a room filled with people but I also understood that ultimately, the decision maker would make that call by himself. In…
I enjoy people. I’m the guy who looks forward to a party to meet someone new as oppose to dreading have to walk in a room full of strangers. Most of the time that I find myself in a new situation, I look forward to making new friends. As gregarious as I am, I have…
I have been in Vienna for a couple of days now and while my body is getting used to the 6-hour time change, my mind still struggles with some of the mindset that’s very unlike my own. I’m going to refrain from labeling my sensitivities as American/Brazilian, but I’m sure they have foundations on both…
Every interaction you have with a potential client is critical if you want to establish a good relationship and eventually get the account. I firmly believe that you should value your input and expertise and charge for it adequately (I have blogged about it here.) However, I also believe that with each exchange with a…
Traditional retail is in trouble. More and more people are buying products online. It’s convenient, easy and, for the most part, cheaper than going on a shopping expedition to the local mall. Retailers have noticed that and are trying to figure out what they need to do in order to be competitive. Unless you are…
If you have ever met me in person, you know that I’m highly relational. I’m truly blessed to work with people I like. I’m at the stage in my career that I don’t have to pursue relationships that are only financially motivated. This year, instead of paying for a booth at the Catalyst Conference (13…