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.
Four Forms of Sales Knowledge
As a sales professional, you are a consummate knowledge worker; regardless of the product or service that you sell, the value that you personally...
Which Role Do You Play in the Sales Process?
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...
Book Recommendation: Profit Heroes
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...
Don’t Bring a Fire Hose to A Presentation
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...
What Your Listeners Don’t Care About
Have you ever shelled out extra money to buy your dog that special dog chow, the one in the commercial that shows the dogs...
Two Simple Words that Can Mean So Much
Although we consultants and bloggers like to make things more complicated than they are, sometimes success boils down to very simple things. One excellent...
Don’t Avoid the Hard Questions
In a class I ran last week, the participants seemed to be having a harder time than usual asking their customers (actually, their colleagues...
Why You Aren’t as Clear as You Should Be
As I’ve written before, clarity is one of the most important factors in persuasive communication. It gives you credibility and ensures that your intent...
Lean Communication: Making Work Visible
In lean manufacturing, making work visible is about organizing work so that everyone involved is clear at all times what the status of work...
Lean Communication: Pull
In lean manufacturing it’s called kanban, or pull. Rather than pumping out tons of inventory in the hope that someone will buy it, the...
Lean Communication: Reducing Waste
If value in lean communication is anything the listener wants or needs to hear, waste is any work or input that does not contribute...
Lean Communication: Delivering Maximum Value
In the introductory post to this series, we defined lean communication as the ability to provide maximum value with minimum waste. I’ll define Value...
Max Cred Factor #8: Outside-In Thinking
Although this is the ninth article of the max cred series, it probably should have been first. This one is less about technique than...
Lean Communication
Lean manufacturing is a production philosophy that seeks to deliver maximum value to customers with minimum waste. Companies using it have achieved huge increases...
Selling is Everyone’s Job – A Force Multiplier for Your Sales Team
I had the privilege of addressing a group of construction managers from one of my clients last Saturday morning about sales. Yes, you read that...
Serve the Lazy Lobster
No disassembly required I had dinner the other night with some friends at a seafood restaurant. Their special for the night was the “Lazy Lobster”....
Max Cred Factor #7: Professional Look and Feel
It’s a tiny bit ironic that this post is appearing on a Friday, which is a day when sharply-dressed, professional-looking people suddenly become casual...
Max Cred Factor #6: How to Ruin Your Credibility
So far in this series we’ve focused on the positive steps you can take to build credibility, but credibility can be a very fragile...
Max Cred Factor #5: The Strategic Approach
So far in this series we’ve examined the factors that make you credible during the moment of communication. This article is about all the...
Max Cred Factor #4: Confidence
The two aggressive males face each other, each puffing himself up, roaring and stamping the ground. As they get ready to fight for the...