Five ways customers tell us how to sell – VIABILITY warnings

Listen and look.  The customer’s words and actions can make it very clear what your next best action is.  Customers aren’t bashful about telling us how they want to be sold to.  When we unclog our minds from all the lessons on how we should sell,...

How The Five Abilities(TM) is different

Since I started The Five Abilities™, people ask me how my sales methodology is different from the many well-known models.  My answer: ...

Three indicators that sales people are stuck and need our help

I’ve heard and have even been trained on surface indicators that we sales managers are supposed to watch for, to know if our sales people need help.  Some of the most popular “text book” observations are:...

TravelTrix – 5 ways to speed through airport security

Security checks are widely different around the world.  The common things are the metal detectors and the x-ray machines.  Beyond that, everything is different. ...

Hire the rolodex builder, not the rolodex – 3 traits

I’ve heard from many start-up CEOs and Founders, “I want sales people with a rolodex.”  Since I left Microsoft, to start The Five Abilities™, I’ve been approached by recruiters who are very open that their company/client wants my rolodex.  They assume after 30+ years in...

TravelTrix – Five tips on Visa management

I was having lunch with a friend and fellow ex-Microsoft VP, Kurt Kolb, who also does a lot of foreign travel.  We were talking about the things we wouldn’t miss about travel.  We realized that much of the published advice in the US applies to...

Five reasons dynamic sales plans win

Bing or Google the phrase “dynamic sales plan” and many definitions come back so I thought I’d offer mine.  A dynamic sales plan is a continuously edited tool, that keeps daily sales actions focused on the things that will most contribute to winning....

Winning Lifelong Customers with The Five Abilities
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