Tag Archives for " sales "

When I do sales training, I use some stock phrases like: -selling is telling -tell a (short) story -the title can’t be as long as the book (from my PhD supervisor at the Australian National University in Canberra, Dr Max Neutze, may he rest in peace) -keep it as simple as possible but no simpler […]

My father (the late professor OJ Firestone) and I used to argue over what is more important in business: Sales sales sales Or Check check check My argument was that without sales, a business can’t long survive so entrepreneurs should focus most of their attention on the revenue side of their enterprises. Pops argued that […]

Here’s a story on how to really sell via a process of discovering hidden needs and opportunities by getting close to your customer/client. One of my young salespeople when I was with the Ottawa Senators started his first day on the job by opening the Yellow Pages (in a land before Google). All his colleagues […]

My dad, professor OJ Firestone, and I used to argue (actually discuss is a better word) which is more important in business and entrepreneurship: CHECK, CHECK, CHECK… EVERYTHING Or SALES, SALES, SALES… GENERATION I talked up the latter; my dad the former. Now I believe the two go hand in hand… what use are sales if […]

I have been teaching at Strathmere this week (IOE5100 Advanced Business Models) and I trotted out the diagram I have been using since 2006 on why branding is important. After six years of looking at it, I realized this week it is incomplete. Most marketing texts will tell you that building a brand is important […]