Leading To, Not With

Most salespeople today deliver with sales presentations by leading with information about how great their company is. But this isn’t really the way it should be. And it’s very likely that your sales prospect is merely enduring the beginning portion of your presentation, the part with the slides about your company… Silently wondering when you’re going to get to the point. The point being: Them The book “The Challenger Sale” flips the conventional sales presentation concept on its head. The sales strategy in The Challenger Sale is not leading with…

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The Next Supercycle is Coming

The next Apple “supercycle” is coming… The reason Apple will likely experience another “supercycle” at the end of 2018, going into 2019, is because the iPhone X form factor is the most radical change in design since the iPhone 4. It’s so obvious to me that this will happen and here are four reasons why: The iPhone X is the hottest selling, most popular iPhone model among all iPhones. It has been the best selling iPhone since it was released late last year. Apple is expected to launch a larger…

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Which New Tokens Are on Coinbase?

Coinbase sometimes adds new tokens. The cryptocurrency trading platform recently announced that it is examining adding Stellar Lumens, Zcash, 0x, Basic Attention Token (BAT) and Cardano. Adding these tokens would be the first new tokens added to Coinbase since it added Bitcoin Cash in December 2017. Adding the new cryptos would expand the number of cryptocurrencies Coinbase accepts from four (4) to possibly as many as nine (9). Currently, the cryptocurrencies traded on Coinbase are: Bitcoin (BTC) Ether (ETH) Litecoin (LTC) Bitcoin Cash (BCH) As the #1 U.S. trading platform for cryptocurrencies, massive…

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Orvis is the New Brooks Brothers

orvis is the new brooks brothers

Orvis is officially the new Brooks Brothers. For years I shopped at Brooks Brothers for shirts, pants, sweaters, ties, etc. But it has been sucking for so long that I think really Orvis is the new default choice for cool, preppie clothing. Why doesn’t Brooks Brothers develop a cool line of casual fleeces with the BB logo…? Why does Orvis sell Barbour jackets and clothing and Brooks Brothers does not…? What genius made that decision…? Why doesn’t Brooks Brothers offer the basic staples like a nice light blue gingham long…

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Success is Largely Mental

Success is largely a mental game… To accomplish what you know you can and should accomplish, you need to take care of your brain and body as a first priority. This means exercise, eat right, get sleep, don’t drink alcohol or do drugs. If you do drink, do it rarely and in moderation… If you can stop drinking (especially if you want to stop), do so. Everyone’s different. Some people can literally destroy their bodies and brains and still function at a high level. I am not one of those…

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Is Social Media Hurting Your Selling?

To be the best salesperson you can be… You need to be able to understand and empathize with other people. The way you gain empathy is by talking with others… Engaging with them in conversation. But social media does not allow this… It replaces conversation with memes, posts, likes, comments and other signs. By some accounts, social media has been shown to reduce empathy for others. Empathy can be reduced online, where some people engage in bullying or other mean behaviors against others online, but social media can also affect…

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Increase Your Chances of Success

Pick up the phone and call someone who you think you can help. The worst case scenario is not them saying “no”. The worst case scenario is not having that opportunity in the first place. If you don’t ask, the answer is always “no”. Just by asking you have increased your chances of success by 100%. From there, who knows…? Ask sincerely, get your answer, and move on to the next one.

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Irrational Fears… Running Out Of People to Call

You can tell yourself almost anything to avoid making a cold call… One of the more irrational fears that manifests itself in my cold call preparation is the thought that, somehow, once everyone says “no” to me I’m going to run out of people to call. For example, I will buy a list of ideal target customers to call, then not call them because I’m afraid that I’ll go through the list and it will be 100% rejections. Then I think that afterwards I’ll have nothing to do. How insane…

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The $1M One Person Business May Be A Trap

Imagining your life as an entrepreneur can seem glamorous. Even more glamorous today is the idea of the solopreneur… One who is a $1M one person business. More common today is the dream of starting a $1 million one person company. The idea of the $1M one person business sounds great on paper… If it works. But if you dream to achieve the $1M one person business, the reality is that you may kill yourself (or go crazy before actually achieving your goal). A better approach may be to find…

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