I rarely take three weeks off, but for the opportunity to visit our seventh continent on a National Geographic expedition, I made an exception. Antarctica isn’t owned by anyone and answers to an international treaty. No residents live on this ice-covered landmass, paving the way for the most abundant wildlife I’ve ever seen. We can learn a lot from nature: the way animals adapt to their surroundings and the characteristics they need to survive and thrive in the harshest environment on earth. Here are some of my takeaways: #1: A baby penguin’s life depends on the ability of the mother…
Too many sellers look for new business in the wrong places. They’re in the dark when it comes to engaging with today’s information rich, time starved consumer. They fail to adapt to new methods of prospecting, discovering information, creating value, and holding the customer’s attention. In fact, according to new research by Gartner, sellers engage in behaviors today that thwart sales.
Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better.
