Archive for the ‘sales’ Category

Are things going to get worse?

Wednesday, October 8th, 2008
Oh yeah! Hold on. Sure, your stock holdings are down - but if you hold long enough, that might all work itself out. However, job losses will cause real near-term pain and the reality is: the job losses are not there yet. This is one stat that is really easy to measure and fairly reliable: non-farm payroll figures are released by the government on the first Friday of every month and these numbers frequently kick off a frenzy of speculative trading in the foreign exchange markets. Interestingly, the unemployment rate in September stayed steady at 6.1%. About a year ago, the unemployment rate was 4.7%, so it has grown, but there have not been any recent surges. I am not sure of the typical lag, but I have to believe the job losses are coming. The unemployment rate has not hit 10% since the government reported it in it's current form in 1942 - - the highest being 9.7/9.6 in 1982/83 respectively. Those were the only years it ever rose above 9%. When people start losing their jobs, this will be a lot more painful than the loss of homes from bad loans (which should not have been made anyway). The unemployment rate reached almost 25% during the depression in 1933, but I can't imagine that we will screw up that bad this go around. So, things are not that bad yet. I am sure they will get worse, but confident they would be nearly as bad as they have been for those before us.

Demo Tips: After Watching 200 demos in 10 days

Saturday, August 9th, 2008
Must read: Demo Tips from Jason Calcanis on Techcrunch.

Investing in relationships for long-term payoffs

Sunday, March 30th, 2008
Guy Kawasaki wrote a great blog about building relationships called "The Art of Schmoozing". The title is interesting, but misleading. His key point: find ways to help people and people will help you. There was an interesting article in Inc. Magazine a few years back called "The 10 Secrets of a Master Networker". This article has some great tips and approaches to execute on your ideas and expand the possibilities of your relationship building potential. However, there is so much information that it might lead you to forget the cardinal rule. Help people and people will help you. Don't forget it.

Deliver a Presentation like Steve Jobs

Friday, February 1st, 2008
Steve Jobs is a master story teller and salesman that uses themes, outlines, images and passion to make sure he is heard. Learn how Steve does it. This analysis is similar to a previous post that includes powerpoint presentation guidelines from Seth Godin and Guy Kawasaki

Selling with stories and empathy > here is a formula

Saturday, January 19th, 2008
Obvious: One of the best ways to gain credibility when selling something new to a prospect is via a good story about a client that is using your product in a way that the prospect will relate with.