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Leadership Skills

Rehumanize the Sales Process

What will they say about you?

In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand...
Closing the sale

The Fortune is in the Follow Up

Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two or three of the other executives. Each time they seemed interested, each time I provided them with more information, and each time they asked me for more white papers, testimonials, and then a proposal. Finally, I provided them with FREE access to our software for 45 days with the promise that I was their favorite…
Productivity

Resist the Sales Rabbit Hole

Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms designed to excite, agitate and addict us to want more. Each time we check a Twitter feed or Facebook update, we get a dollop of opiate-like reward hormones. This pinging and dinging creates a dopamine-addiction feedback loop, effectively rewarding the brain for losing focus and for constantly searching for external stimulation. We get pulled deeper into…