Category Archives: Selling

From Hero to Zero, Dallas Cowboys and the Sales Cycle

Orlando Scandrick at the Dallas Cowboys training camp in 2010. (Photo credit: Wikipedia) Sales, like football, is a psychological exercise.  The term "Hero to Zero" is used in many sales rooms at the beginning of the month.  As the sales manager wipes all the units sold on the board off from the previous month and writes ...
Read more

What I learned about Sales by watching the Dallas Cowboys

Dallas Cowboys 2009 (Photo credit: Wikipedia) This season has been a wonderful surprise for all Cowboys fans.  We have trudged through years of rooting for a team that is the very definition of mediocre.  But that all changed this season.  Though it was never a sure thing. We watched the first game play out with dread, ...
Read more

Sell like a six year old

You have seen it before... the little kid with his mom at the grocery store asking her to buy him a candy bar while they wait to be checked out, right?  We have all seen it, but have you ever really watched what that kid does to convince his parent that they should buy it ...
Read more

The one thing solopreneurs forget to do when selling

Entrepreneurial traits (Photo credit: Wikipedia) So you have decided to open a small business.  It's just you and the shingle you hung outside the door.  You are the boss, the big cheese, the President and CEO of a company that will be huge - and make you rich, right?  Sure.  But only if you know ...
Read more