Sales Lab Posts

I was invited to view a new software product, JAPMS, Just Another Project Management System . I was in a roomful of people who had lette...

One of the best communicators I know is my podiatrist. Any time I see him, he’s quick, precise, and I’m immediately better. Here’s s...

Julie of the Web Managers Roundtable and I were discussing Spring Training and the Grapefruit League at her Mobile Event yesterday. ...

How many comments do you get in a week? I never get enough. I was taking a leisurely read Monday and saw three posts that merited...

And it came to pass that the organization gathered to chew the fat. The question was asked, “What causes sales?” The Pharisee ex...

For Actions There are three conditions an action has to satisfy to be considered valuable . You have to get it right the first ti...

Zig , Harvey, and Dale contributed significantly to my professional development. How? By telling stories to show the benefit of doing...

One of my buds got a referral from a client. She got all excited, wanted to learn more, called and offered to take the referrer to lunch, c...

The Sales Model still shows the best way for the salesman to spend her time. Let’s try a model describing how prospects come to a ...

With customers and relationships the question is: what had you done for me lately ? Good customers are approached often by other provi...

I notice people who don’t know much have opinions.  People who have been there have observations.  Observations mean everythin...

A salesman’s integrity gets battered and worn...from use. A salesman’s integrity becomes bright and shiny...from use. Integrity ...

I first met Jim Hodges at the event described. I’m big, but my wife says Jim makes me look puny. I have never seen a man have so much fun...

After the last BlogLab , I was invited to meet with a group of policy consultants to discuss where they might find this new economy. ...

I recently took a road trip to the tip of Florida and stopped at several restaurants and stores along the way. It struck me how different...

One of our clients swears the best thing I ever told him was to make a meeting before a scheduled meeting and make one after. As long...

The opposite of love is indifference. At least with hate I’ve been noticed. I was working at a large tech meeting, observing the diffe...

I watched a litigator is trying to sell by banging and haranguing on the prospect. After the prospect left (at a high rate of speed), the l...

Business is driven by customers. Customers are changing what they want as new options become available. With all the talk of value b...

Definition - A Rainmaker creates a significant amount of new business for a company.The Sales Lab Rainmaker Series is one rainmaker tec...