How to create stories to drive actionGreat storytellers can cut through the noise and produce tremendous value for organizations at a very low cost. Telling a solid story is just as essential as developing a great product. One of the most important roles to fill when trying to build a passionate community is that of the storyteller. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you communicate urgency in acting. The hourglass image is great to represent the pressing need to take action. Read more
How to facilitate a meeting that gets things doneHave you ever felt like you were imprisoned in a meeting? Many people have. Most meetings in corporate America gather great minds around the table. The challenge is getting everyone’s ideas to surface in order to move to consensus and take action! Read more
Try an online white board for your next virtual meeting“Online collaboration.” Easy to say, harder to do. Yes, we have Skype and Web Conference solutions like GoToMeeting, but how do we replace the white board where so many good ideas happen? Movements like White Board Selling embrace the interaction that happens when using visuals to tell a high-impact story. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you communicate challenges of all sizes. We often say we have to get over a hurdle. Here you have images to represent those hurdles. Read more
Pabst Brewing tips on sellingBeer sales person? Really, companies need a sales person to sell beer? Yes, and it is a competitive business, where shelf space is at a premium. I recently got to talk to Chris Steflanci, Pabst Brewing. After years at Heinekin leading the sales charge, he has landed at what I would think of as my father’s beer. Read more
Experience can earn trust and win the saleThe age old question: Is it easier to teach someone to sell or teach someone about the product and company selling the product? I talk to a lot of heads of sales, and often I hear them opting to hire proven sales professionals with a history of exceeding quota and then teaching them the product or service. This makes sense unless your customers expect otherwise. Read more
Each week, the Fast Track Tools training company and the Cubicle Ninjas design firm work together to publish a template that makes it easier for you to communicate your ideas. This template will help you communicate how something could and should be re-engineered. What’s under you hood? Is it a hamster on a wheel or a shiny new V8 engine? Read more
Learn how to sell from an artist with a storyWould you take business advice from an artist dressed in jeans and a white t-shirt? You would if that artist takes found objects and turns them into large-scale, abstract paintings that sell for $200,000. Why so much? Because this is the story about the people, places and things involved in this artwork. Any sales professional could learn from Mark Bradford. Read more
How to change people’s behaviorI have been traveling the past week while also preparing to present at the 2011 Senior Sales Executive Conference. My topic is, “Driving Collaboration and Effective Change Initiatives.” I have been using Tom Kelley’s Advice and thinking like a traveler. When we travel, we open our eyes and see things we may not usually see. I was looking for signs of people driving change. Read more