I should be jumping up and down with joy right now. After all, my new book,
AGILE SELLING, is coming out next week.
But instead of busily rolling out my well-planned book launch campaign,
I’m sitting in a hospital room watching my husband sleep.
Ten days ago he had quadruple bypass surgery - which went well. I expected a
quick recovery because he was healthy going into it, and built my plans
Then complications set in. I immediately canceled everything; family is more
important than a book. After a couple of scary days, the downhill spiral
stopped. Thankfully, my husband is getting better little by little every day.
But even though I'm in the midst of a family crisis, the world doesn't
stop. I can’t delay the book launch date; that’s set by the
publisher months in advance. Plan A is totally shot.
Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some... (more)
Did you catch Clint Eastwood’s conversation with an empty chair at the
recent 2012 Republican convention? During his short speech, he talked to an
invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of
themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread
offline as voters around the country proclaimed Monday as “National Empty
Chair Day” instead of “Labor Day.”
The truth is, many people thought that Clint Eastwood was off his rocker when
he gave this rambling speech. He may have been, but tha... (more)
What sales tools do you use to open doors & close sales? If you’re
concerned that you’re not getting the maximal impact from them, check out
my interview below with Jonathan London, co-author of Using Technology to
Sell. (Click to download one chapter.)
Ever since I’ve known Jonathan, I’ve been impressed with his depth of
expertise regarding what it takes to “get the business.” I know you’ll
get some golden nuggets from reading about his perspectives.
JILL: What are the biggest mistakes you see sales organizations make relevant
JONATHAN: The biggest mistakes ar... (more)
How often do you use LinkedIn updates? Most people I ask say seldom or even
never. And the reason they don’t is because they don’t have a clue why it
Here’s the deal. Every time you issue a LinkedIn update, everyone you’re
connected to can see it in on their LinkedIn home page. It’s a way to stay
in front of your prospects and customers. But, you have to be smart about it
and focus on what matters to them. Seriously. Don’t pitch your products,
sell your services or use any form of hyperbole.
The best thing you can do is to share helpful information. If you read an