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Author Archive | Jack Malcolm

Sales Moments

Blog post by on July 28, 2014

Last week, I attended a conference call with the top sales management of one of my clients, to discuss ways to more deeply embed the culture and practices of consultative selling techniques that we’ve introduced to their …

One-Sided vs. Two-Sided Arguments

Blog post by on July 22, 2014

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 for presenting a one-sided argument. The first reason is focus; it’s so …

Helpful Help, Part 2: Humble Inquiry

Blog post by on July 18, 2014

In Part 1, we posed the problem of providing help to clients in such a way that they actually find it helpful, so that they act on the advice given. To do so requires that we establish …

Helpful Help: Part 1

Blog post by on July 14, 2014

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 improve their situation, they agree you’re right – and nothing happens after that. It may have been because there’s a difference between being right and being helpful.

What’s the Bigger Win?

Blog post by on July 8, 2014

Bluto: Over? Did you say “over”? Nothing is over until we decide it is! Was it over when the Germans bombed Pearl Harbor? Hell no! Otter: [whispering] Germans? Boon: Forget it, he’s rolling. In that scene from …

Four Forms of Sales Knowledge

Blog post by on June 24, 2014

As a sales professional, you are a consummate knowledge worker; regardless of the product or service that you sell, the value that you personally bring to the transaction or relationship is your stock of differentiated, relevant knowledge. …

Which Role Do You Play in the Sales Process?

Blog post by on May 30, 2014

There’s a proliferation of terms to describe the various approaches to B2B sales: solution selling, consultative, challenger, etc. It can get confusing to try to keep them all straight, or even to differentiate between them. So, in …

Book Recommendation: Profit Heroes

Blog post by on May 29, 2014

I had a bit of a ticklish dilemma in reviewing this book. Bob Terson asked if I would write a blurb recommending Bob Rickert’s book, Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits. I agreed, …

Don’t Bring a Fire Hose to A Presentation

Blog post by on April 15, 2014

Have you ever attended a presentation that felt like you had to drink from a fire hose? Even worse, have you delivered one? Our minds contain a vast store of information accumulated over a lifetime of living …

What Your Listeners Don’t Care About

Blog post by on April 11, 2014

Have you ever shelled out extra money to buy your dog that special dog chow, the one in the commercial that shows the dogs enjoying the meaty flavor of flame-broiled filet mignon served on pure silver? You …