Jack Malcolm
Jack Malcolm
Jack founded Falcon Performance Group in 1996 specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations.
Coaching Salespersons’ Mindset
As we saw in the previous article, there are significant advantages to having salespeople with a learning orientation, including more planning effort, willingness to...
10 Ways Mindset Can Influence Salespersons’ Success
Recently I wrote an article about the importance of mindset to personal growth and success in life. This article focuses specifically on how mindset...
Book Recommendation: Wired and Dangerous, by Chip Bell and John Patterson
Anyone who has customers and wants to keep them should read this book. First, because your customers are probably not as happy as you...
Sometimes All You Have to Do Is Ask
One of the most important and simplest rules of negotiating is that if you don't ask, you don't get. The corollary to that is...
The Talent that Really Matters
It's very fashionable in a lot of business writing to focus on the importance of hiring only the most talented people you can find...
Life Isn’t Fair–But You Should Be
Have you ever been treated unfairly? How did it make you feel? In a previous article, I wrote about how important it is to think...
How Listening Too Intently Can Hurt Your Sales Effectiveness
Two of the most important things you can do to be successful in sales are to plan your sales calls and to listen carefully...
How to Be Brief
Brevity is a communication virtue because it increases the chance of your message being heard and understood. The best way to be brief is...
Use Headlines Instead of Titles in Powerpoint
We probably all agree that Powerpoint presentations can be pretty horrible sometimes. Many people feel the tool itself is fatally flawed, even "evil", but...
The Dreaded (DK)
What you don't know can hurt you. Just about everyone reading this is a knowledge worker, so it's ironic that sometimes our results are affected...
How Loyal Are Your Customers, Really?
What happens when they try the other side? I've been a very loyal customer of a certain car rental company for years. I carry a...
Sales Coaching: Make Them Work for It
You never know where coaching opportunities may be found One of the best stories I've heard about coaching is, strangely enough, a war story. In...
Reading Your Customer’s Annual Report (Really)
There's gold in those reports It's that time of year again: public companies with fiscal years ending on December 31 are issuing their annual reports....
Book Recommendation: The Art of Action
If only it were this easy... Organizations don't plan to fail, and they don't fail to plan; in fact, most have excellent plans for success....
Grit: The Secret Formula for Long-Term Success
"Endeavor to persevere..." In Measurements That Mislead, Jonah Lehrer tells us that many tests designed to measure talent turn out to be very bad at...
Assume Your Assumptions Are Wrong
It's the part you don't see that can sink you. Assumptions are everywhere: they are the foundation of everything we think, say and do. Like...
Of Chickens, British Civil Servants and You: How to Use Status to Persuade
The human drive for status is so strong within all of us that any practical persuader ignores it at their peril. As a kid, I...
It’s Time to Get Pathetic
"The heart has its reasons of which reason knows nothing." Pascal I generally try to post new articles on Tuesdays and Thursdays, but as of...
Curious, Imaginative and Paranoid
Don't let the headline fool you, this is not another article about Charlie Sheen. Whether you're selling a product or an idea, your effectiveness...
How George Washington Saved the Nation With a Speech-and a Prop
One of the most dramatic and important moments in American history was marked by what did not happen rather than by what did happen,...