Past Issues

Elizabeth Usovicz


Rethinking Gatekeepers and How to Work with Them

From ancient cities to cutting-edge companies, gatekeepers have controlled access, permissions and message flow for centuries.

If you’re developing sales for your company, working successfully with gatekeepers isn’t just good to know – it’s a competitive necessity.  Here are three tips for shifting your attitude about gatekeepers and how to approach them.  (more…)

Top Business Development Activities for the Holiday Season

Holiday revenues, especially for retail-based businesses, can account for as much as 30 percent of annual income. For other businesses, the holidays can be a slow time for sales.

It’s easy to convince yourself that everyone’s off skiing or vacationing in December, but the holiday season can be productive for business development activities. Take advantage of the slower pace to jump-start your 2018 pipeline with these four tactics. (more…)

There are no “Cheat Codes” in Sales: How to Move from No-Win to Win-Win

I’m a fan of the long-running BBC television series Dr. Who.  Since November 1963, time lord Dr. Who has used two of the ultimate cheat codes: a tardis for time travel, and regeneration of himself into a new incarnation if he is injured or near death. Long before players were discovering cheat codes in video games like Minecraft and Doom, Dr. Who was using his to reset no-win scenarios.

In sales, there are no cheat codes that magically fast-track you to a win. If you try to skip levels of trust or time-travel too quickly to a close, it’s likely to backfire. Fortunately, there are ways to move away from no-win and toward win-win. (more…)


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