My Best Practices

Selling is the Art of... Shutting Up!

2011-03-20T07:16:53-07:00

Too many people are deadly wrong thinking "Selling the art of Selling"... Actually "Selling is the art of Making People Buy". Sounds like a tiny difference, isn't it? Unfortunately this is not, at least within a B2B long term relationship, and this is precisely why so many sales people perform...

Matrix Reloaded

2010-09-13T19:38:01-07:00

That’s great! You’ve got this promotion or this new job you’ve been dreaming of for a while. Higher salary, broader responsibilities and extended power… Yes, but also coming with... higher complexity, larger expectations and stronger pressure on your shoulders to quickly deliver some results, and prove the people who put...

Don't Screw Your Meeting Up!

2010-03-12T17:44:17-08:00

You have a very important meeting next week with one of your major customers. Your boss is going to attend as well as a hand-full of other people from your company. How can you make sure everybody will be on the same page and that you or anyone else is...

What Makes Your Team Great? (3/3)

2010-03-01T20:27:37-08:00

So it is all about people or all about results, isn't it ? No, it is actually all about process! Processes are the only way to really improve your bottom line and turn your hard work into gold. Getting the best people in the world aiming all in sync to...

What Makes Your Team Great? (2/3)

2010-02-18T15:39:25-08:00

Now that you have built a great team, you have to make the necessary steps and create the appropriate conditions to make sure everybody is working in the same direction, and is aiming at the same results. This is mainly common sense, but here are a few recommendations that could...

What Makes Your Team Great? (1/3)

2010-01-16T08:57:28-08:00

Some teams are great, others just good. It is not easy to qualify what actually makes the difference. There is no "magic recipe" and most of it is directly linked to the quality of the leader, his values, his ethic, his vision, his passion and his way to manage people...

Don't Leave Closing To Luck!

2009-12-06T22:58:28-08:00

You have been working on this multi-million deal for months. You’ve met a lot of people, gathered tons of information, got a good understanding of what your customer really needs and you have even a pretty good sense of where your competition stand… you feel great, a little euphoric… and...

Value Matters More Than Number

2009-11-29T20:18:05-08:00

Now that you know the greatest feature of Twitter, “Search”, let’s review how to successfully complete something that is absolutely required to make anything from Twitter, gaining “Valuable Followers”. It is a fact that if you don’t have any followers, your tweets are kind of useless. They will always be...

Your Boss Is Wrong!

2009-11-27T20:03:49-08:00

Twitter. My first impression was like yours. “What can I do with this? Who cares about what I am doing? This is a waste of time.” Today, your boss might think that way too... I was wrong. Your boss is wrong!

Getting To Yes! A Negotiation Framework That Works.

2009-11-25T15:49:37-08:00

This is an unimpressive book, really. So small, and so thin that you cannot imagine when you get it in your hands for the first time that it could be a live changing book. This is why you should know about it.