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Columns
Read Promise Phelon's columns
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- Don't be a Victim of Commoditization
by Jeff Thull - Understanding the three reasons for commoditization will help you provide value to your customers.
(May 2008) - Standing Out in Today's Complex Market
by Jeff Thull - What obstacles do salespeople around the world face? The answer may surprise you.
(April 2008) - Becoming an Exceptional Resource for Your Clients
by Jeff Thull - When customers see you as contributing to their business's success, you're rewarded with greater loyalty.
(March 2008) - Three Keys to a Successful New Year
by Jeff Thull - The beginning of the new year is a great time to re-evaluate what worked well last year, and what didn't, and what you'll need to do to face the challenges ahead of you.
(January 2008) - Set Yourself Apart
by Jeff Thull - You gain more credibility with the questions you ask than the stories you tell.
(November 2007) - What To Do When Your Customers Yelp -- Part One
by Promise Phelon - What are your customers saying about you online? If you're not paying attention, your reputation could be suffering.
(October 2007) - Creating Exceptional Referrals
by Jeff Thull - When to ask for a referral -- and what to ask.
(September 2007) - The Pulse of the Customer
by Promise Phelon - When it comes to customers, actions and numbers speak louder than words.
(August 2007) - Summer Blues? Not Necessarily
by Keith Ferrazzi - Networking never takes a holiday. You can build relationships with powerful people even when they're out of the office on vacation.
(August 2007) - The Best Way to Shorten the Sales Cycle
by Jeff Thull - To shorten the sales cycle, we must bring clarity to our customers.
(August 2007) - The Tuk-tuk Phenomenon
by Promise Phelon - A tuk-tuk ride in Cambodia reveals surefire strategies for reaping and retaining customers.
(July 2007) - Critical Skills for Sales Success
by Jeff Thull - Here are five of the most important skills every sales professional should possess.
(June 2007) - Are You Really Customer Centric?
by Promise Phelon - Customer centric shouldn't just be a concept you use to describe your company. Make it carry some weight by treating it as a mandate that drives action.
(June 2007) - How Premature Presentations Can Derail Your Success
by Jeff Thull - Making your big sales presentation too early in the sales process can lessen the likelihood of you making the sale.
(May 2007) - Turn Challenging Questions into Sales
by Jeff Thull - Make the sales process a collaborative one and you'll find yourself in the position of trusted advisor instead of another company trying to make a sale.
(April 2007) - Stop Selling to Sell
by Jeff Thull - Exceptional sales professionals think like doctors -- they diagnose problems before presenting solutions that could cure what ails their customers.
(March 2007) - Diagnostic Conversations: The Optimal Source of Differentiation
by Jeff Thull - Before your company can provide a solution, your salespeople need to know how to diagnose your customers' challenges.
(February 2007) - Breaking the Rules of Sales
by Jeff Thull - Exceptional sales professionals do the opposite of what most professionals do, and often break the rules of traditional selling to achieve their success.
(January 2007) - To Be Known, Or Unknown
by Keith Ferrazzi - Use your expertise to raise your profile and your business's brand recognition.
(October 2006) - Getting Face Time
by Keith Ferrazzi - Put yourself in the right place at the right time to get in front of that elusive someone.
(July 2006) - Give Clients What They Really Want
by Keith Ferrazzi - Build real personal relationships with your clients--so they'll reveal to you what they really want, what could really drive their decision but can't be written in an RFP.
(May 2006) - When to Walk Away
by Keith Ferrazzi - Sometimes our interactions with others are less-than-comfortable experiences. Here's how to keep your cool--and keep the business--with someone who rubs you the wrong way.
(March 2006) - Feeling Out Of Your League?
by Keith Ferrazzi - Even networking gurus get the occasional jitters when meeting powerful people. Here's how they overcome those nerves.
(January 2006) - Why Can't Salespeople Be More Creative?
by Francisco Dao - The answer lies in transforming entire organizations, ditching old thinking, and letting sales and creative swap roles.
(October 2005) - Making Business Personal
by Keith Ferrazzi - A more personal connection with your contacts will often lead to smoother transactions, more business.
(September 2005) - The Commission Conundrum
by Francisco Dao - Employing a commission-only sales staff might seem like a win-win, but the approach can easily backfire if you don't consider the factors outlined in this article.
(July 2005) - Referrals: Now They're Asking and You're Making
by Keith Ferrazzi - Making referrals for your friends and colleagues can be beneficial to them -- and you.
(July 2005) - Making Customers More Than Your Top "Priority"
by Keith Ferrazzi - Our best resource for sales leads is oftentimes the one we frequently overlook.
(June 2005) - Instant Intimacy
by Keith Ferrazzi - Here's how you can capitalize on the many brief interactions at your next conference or social gathering.
(April 2005) - Streamlining Sales and Fulfillment
by Francisco Dao - Uniting sales and fulfillment will help your company consistently meet your commitments and serve your customers.
(March 2005) - Connecting with Connectors
by Keith Ferrazzi - In this excerpt of chapter 15 from Never Eat Alone, Ferrazzi discusses the connections that are key to success.
(March 2005) - The No-Time Networking Plan
by Keith Ferrazzi - Stressed out because you can't find time to network? Don't worry. Let the networking time come to you.
(February 2005) - Seven Tips for Networking Through the Holidays
by Keith Ferrazzi - Make the most of the season by networking at this year's holiday events.
(December 2004) - Look for the Loose Brick
by Keith Ferrazzi - Next time you discover a reluctant customer, don't go on the offensive. Instead, discover what your prospect considers a priority and begin there.
(November 2004) - Do Your Homework (Really)
by Keith Ferrazzi - A good salesperson does research on companies; a great salesperson does research on people.
(October 2004) - Finding Your Currency
by Keith Ferrazzi - If giving of yourself is crucial to building successful relationships, then the next question to answer is "What do I have to give?
(September 2004) - Nepotism Pays
by Keith Ferrazzi - When you understand what it means, it can become a tool for your success.
(September 2004) - Don't Keep Score
by Keith Ferrazzi - As in all relationships, in business, there is no quid pro quo.
(August 2004) - Lessons from the Green
by Keith Ferrazzi - The old boys' network is alive and well. But the web of connections you create for yourself can be whatever you make of it. I'll teach you how.
(July 2004)
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