Big Ideas & New Perspectives

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The "Dominant Selling Idea" - Why Johnny Can't Brand

By 800-CEO-READ, published July 9, 2007, at 1:00 PM in Staff Picks

Last Friday we put a new excerpt up on the Excerpts Blog: the introduction to Why Johnny Can't Brand: Rediscovering the Lost Art of the Big Idea. You can read the entire introduction over there, but I wanted to share another interesting section I found while paging through the book: The Five Rules of One 1. The "One Item of 'Carry-On-'" Rule When seeking to differentiate your brand, no matter how much information you offer, when you've finished pitching: People only remember one thing.


What Podcasts People Are Listening To

By 800-CEO-READ, published May 8, 2007, at 1:58 PM in News & Opinion

Here is a little peak into what people are listening to on our Podcasts blog. This is a ranked list for the first four months of 2007.


Today's Vocabulary Quiz

By 800-CEO-READ, published January 17, 2007, at 3:00 PM in News & Opinion

I am sure you already received your November/December issue of Selling Power. Seth is on the cover (ten times). We tend to talk about Seth alot and thought we should take a moment to get the new folks caught up.


The Ehrenfeld Principle

By 800-CEO-READ, published December 18, 2006, at 7:30 PM in News & Opinion

A few weeks back we hosted an author pow-wow (pictures here). [I can't tell even begin to tell you how much is gained by personally knowing the people behind emails and phone calls. ] One of our pow-wow-ees was John Moore.


Fire The PITA Customer

By Sally Haldorson, published October 10, 2006, at 7:21 PM in News & Opinion

We can all easily describe our Ideal Customer. The person who is curious, has money to spend, is open to new ideas, etc. Each of us has our own profile.


It's All About Time

By Sally Haldorson, published October 10, 2006, at 7:10 PM in News & Opinion

Ive never heard anyone say they had so much time in a day that they didnt know how to use it. We do have choices about how to spend our time. Heres the data Ive collected on cold calls: Make 100 dials, talk to 20 people live, set 8-10 appointments, and if youre lucky, close one deal.


Please Say Thank You

By Sally Haldorson, published October 10, 2006, at 6:51 PM in News & Opinion

Saying thank you seems so obvious, yet many people never make the effort. If someone has referred you, they have put their reputation on the line in saying that you are a good resource. They have picked you out of the pack for one of their personal contacts and have done him or her, and you, a big favor.


Why Clients Buy

By Sally Haldorson, published October 10, 2006, at 6:30 PM in News & Opinion

Clients will buy from us because they know, like, and trust us. Period. I used to work for a company that did a competitive de-brief whether we won or lost a client.


Why Have a Sales Strategy, Anyway?

By Sally Haldorson, published October 10, 2006, at 4:28 PM in News & Opinion

How many business plans have a well-crafted sales strategy? Very few. Most of the time it is buried in a marketing plan.


We're Being Fooled

By Sally Haldorson, published October 10, 2006, at 3:15 PM in News & Opinion

I get very angry when I read books that claim to be about not cold calling or about referrals (and Im not going to refer you to them), when they actually are talking about cold calling and networking. Networking is about connecting with people. Period.


Where’s the Money?

By Sally Haldorson, published October 10, 2006, at 2:48 PM in News & Opinion

Im always amazed at how much money were leaving on the table. Were not asking our clients, our friends, our peers to refer us to people they know. We spend so much time on knee-jerk prospecting tacticsand theyre just thattactics.


It’s All About Referrals

By Sally Haldorson, published October 10, 2006, at 2:45 PM in News & Opinion

Thanks to Jack and Todd for inviting me to host the blog today. I wrote No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust from Warner Business Books, to transform the way every salesperson, sales executive, and sales organization works. The book is about more than why cold calling doesnt work, but it makes a catchy title.