Entries from November 2006 ↓

It’s cynical. It’s manipulative. And it’s being taught everywhere by the very best sales trainers in the world. It’s the “pain model” and sales trainers pitch it around the world every day of the year. But, like many things these days, these sales trainers are teaching worn-out strategies from a dying world. Continue reading →

People just don’t know what to do with us. We get all sorts of reactions when we tell them that “information literacy” and Internet search skills can streamline their business and increase their sales. Most people are indifferent. Some feel threatened. Many think they already “know-it-all.” And a few (too few) are genuinely interested. Let’s take a look at someone in that last, “genuinely interested,” category. Continue reading →

“All of my dreams just fall like rain
All upon a downtown train”
Tom Waits

Jon Shallert called last week to tell me about the movement to save downtown Ellensburg, Washington. Like a lot of downtowns in rural America, its very existence is threatened by a host of economic factors. Ellensburg is about a two-hour drive from Seattle. That same day New York Senator Charles E. Schumer and New York Mayor Michael R. Bloomberg wrote a Wall Street Journal article about saving downtown New York. It’s somewhere out east. Which effort do you suppose will get more attention? Continue reading →

I like Selling Power magazine. But I have to admit I don’t understand it. Here is a quote from an article (The Seven Qualities of Top Sales Managers) written by the founder of Selling Power, Gerhard Gschwandtner – “We live in a knowledge-based society where information moves at lightening speed.” Uh-huh. Then why can’t I find articles about how to increase sales through better Internet search skills that can more effectively mine the exploding information universe? Continue reading →