Jack Malcolm

Think Like an Engineer to Improve your B2B Sales Approach

In my work, I train a lot of engineer “seller-doers” to think more like salespeople. By doing so, they become better at actively identifying...

Beyond WIFM

One of the oldest ideas in selling is WIFM, or “What’s in it for me?” It’s a great reminder that you should frame your...

How to RULE the Sales Conversation

Here’s a news flash: we sales professionals don’t actually know everything! Sometimes it’s helpful to infuse new ideas or different perspectives from outside the...

Make Your Value Proposition Unique

I remember an old spoof from the cartoons: the character is listening to the radio and an ad comes on. Announcer: “I’m talking to YOU!” Character:...

Breaking the Law for Principle and Profit

I’ve never been a particularly subversive individual (at least after about 6th grade) but occasionally I like to break stupid rules just because they’re...

The Critical Importance of Quality Signals in Sales Presentations

When you shop for a new car, you are probably not an automotive expert who knows all about the fundamentals of a vehicle’s quality:...

Does Your Presentation Sound Like Voice Mail Hell?

I did not receive a newspaper this morning, which was inconvenient. But placing the call to register a complaint was worse. I knew what...

Amp Up Your Sales by Reading this Book

I strongly recommend that anyone in B2B sales read Andy Paul’s book, Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast,...

Sales Discovery: Why You Need to Do More Exploring and Less Searching

This morning, Mike Kunkle wrote an excellent article about sales discovery, which is something that sales professionals generally don’t do as well as they...

Pushing Only the Right Buttons

Have you ever entered an elevator, in a hurry to get to one of the higher floors, only to find that some prankster has...

Book Recommendation: Curious, by Ian Leslie

Piggybacking off last week’s article about personal renewal and the importance of staying curious, I would like to recommend Curious: The Desire to Know...

Finding a Passion for Selling

I gave a speech yesterday in Aspen about the four major lessons I have accidentally learned about selling during my career: thinking outside-in, delivering...

When the Heart Wins

In the balance of hearts and minds, which should win? It’s one of the oldest questions in persuasion; Aristotle drew the distinction between logos,...

The Greatest Salesman You Never Heard Of

When one of America’s greatest salesmen and entrepreneurs launched his career, it was announced in the press by the Boston newspaper in 1806, under...

Festina Lente: Strategic Patience for Persuasive Communication

The first two articles in this series dealt with ways to benefit from exercising patience during persuasive conversations, on the time scale of seconds...

Sales Moments

Last week, I attended a conference call with the top sales management of one of my clients, to discuss ways to more deeply embed...

One-Sided vs. Two-Sided Arguments

When presenting your point of view, should you adduce only the arguments in your favor, or those opposed as well? There are several good reasons...

Helpful Help, Part 2: Humble Inquiry

In Part 1, we posed the problem of providing help to clients in such a way that they actually find it helpful, so that...

Helpful Help: Part 1

I’m sure you’ve had this experience: after talking to a client, you are able to tell them exactly what they need to do to...

What’s the Bigger Win?

Bluto: Over? Did you say “over”? Nothing is over until we decide it is! Was it over when the Germans bombed Pearl Harbor? Hell...

New Posts