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Big Ideas & New Perspectives


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Ask questions....lots and lots of them

By Dylan Schleicher, published September 28, 2006, at 7:14 PM in News & Opinion

I asked Johnny about the sales environment. He said, like anywhere, a lot of tension between sales and marketing, and sales and development. Everyone thinks youre always selling them something.

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Why Johnny Can't Sell

By Dylan Schleicher, published September 28, 2006, at 6:36 PM in News & Opinion

Well Johnny shared some of his ideas for increasing sales with me and I have to tell you. I now know why Johnny cant sell. His first thought was, lower the price everyone buys the cheapest.

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Sales technologies and tools

By Dylan Schleicher, published September 28, 2006, at 4:45 PM in News & Opinion

Tom Siebel once wrote: Sales is the untamed frontier of the business world; unpredictable, passionate, theatrical, full of eccentric characters, and dangerous to the newcomer. Like the frontier, the destiny of sales is to be explored, settled, and tamed by people using the RIGHT TOOLS AND TECHNOLOGY. But many also will perish on this frontier, because they are unprepared, unnecessarily exposed to the elements, and annihilated by quick-footed and aggressive foes.

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And Johnny asks...

By Dylan Schleicher, published September 28, 2006, at 4:02 PM in News & Opinion

Johnny called me today and asked me this question: Why is it that we spend millions of dollars on technology to keep sales people from selling to us, and yet management constantly complains when we are having trouble contacting stake holders? SPAM filters, Email, gatekeepers, number blockers, etc. are all technologies that keep sales people from reaching their target market.

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Hereeee's Johnny...

By Dylan Schleicher, published September 28, 2006, at 3:37 PM in News & Opinion

Thank you for having me as a guest blogger at 800CEOREAD. I am honored to be able to share some of my thoughts with your readers. My new book Why Johnny Cant Sell is filled with plenty of terrific insights into sales, sales process and sales tools, all wrapped around a wonderful story about Johnny and his many challenges as a salesman and sales manager.

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More Info on Little Black Book

By Dylan Schleicher, published August 22, 2006, at 4:03 PM in News & Opinion

I sent a note to Ray Bard at Bard Press asking him for some more info on Little Black Book of Connections. I think this description helps: People in all kinds of jobs, in big and small companies career builders, sales people, and aspiring executives will love this edgy, practical, and fun book In the spirit, style, and format of the bestselling Little Red Book of Selling, the countrys #1 sales trainer, Jeffrey Gitomer, offers a fresh take on networking and connecting your way to success. The Little Black Book of Connections is based on the power of give value first.

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New Gitomer - The Little Black Book of Connections

By Dylan Schleicher, published August 18, 2006, at 8:38 PM in News & Opinion

Jeffrey Gitomer has released his newest book The Little Black Book of Connections. It made the WSJ bestseller list today at #15. As I was looking around for information about the book online, I found things to be pretty sparse.

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Posts from Around the Blogosphere

By Dylan Schleicher, published July 19, 2006, at 8:09 PM in News & Opinion

Only Once endorses Gitomer's Little Red Books. Slacker Manager reviews Pat Lencioni's Five Dysfunctions of a Team. Dan Pink gives everyone some summer reading (post from 7/04/06).

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Fiction and Facts about Killer Instinct

By Dylan Schleicher, published May 12, 2006, at 5:33 PM in News & Opinion

Mixing business and fiction invariably involves a trade-off. Most fables by business authors make up in insights what they lack in literary style. And most works of popular fiction sacrifice business verisimilitude for the sake of art.

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Quote of the Day: Sales

By Dylan Schleicher, published March 22, 2006, at 8:32 PM in News & Opinion

Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.

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How should sales and marketing work together?

By Dylan Schleicher, published March 3, 2006, at 3:28 PM in News & Opinion

Last week Jill Konrath (author of Selling to Big Companies) did a teleseminar on the lessons from her book. She covers how sales people should get a foothold into big companies. Plus, how marketing can work to provide the necessary tools for salespeople.

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Two Free Seminars

By Dylan Schleicher, published February 17, 2006, at 4:11 PM in News & Opinion

Just wanted to point you toward two free seminars that are coming up. The first is will Jill Konrath, author of Selling to Big Companies. Jack reviewed the book in last month.