June 28, 2023
“Managing,” “coaching,” and “mentoring,” aren’t simply synonyms for one another. Understand their differences and know which mode to choose in the moment.
April 19, 2023
This week we’ll be sharing exactly what we saw when our web designers forced us to look in the mirror.
April 12, 2023
Users should never have to struggle to find what they are looking for on your website. Now, substitute “our” for “your,” and you see the problem we had at hand.
April 05, 2023
For the past three weeks, we’ve unpacked the toolkit of figurative language. This week, we wrap up “The Metaphors of Sales” by discussing models found in nature.
March 29, 2023
This week, we’re looking at the metaphor of referring to your company or organization in terms of being a family–and waking up this tired metaphor with a team-building exercise.
March 22, 2023
This month, I’m going to offer a poet’s tips on choosing metaphors of sales that transform. In other words: Ready, aim, fire!
March 15, 2023
Consider this sales metaphor boot camp. (And, yes, if you’re wondering, “boot camp” is a metaphor. No actual sit-ups or rope climbs required.)
March 08, 2023
Being good at a discovery call is not enough. You need to be able to finish the story with the right middle and ending.
March 01, 2023
A great book and a great sale have several things in common, but the biggest is that they are full of great information.
February 15, 2023
In the month of love, and in the career of sales, it is especially prudent to know when to move on.