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.
Seven Mindset Changes to Win the Price Battle
I recently wrote a post in which I said some unkind things about salespeople who immediately wave the white flag of surrender when they’re...
The Lean Startup: Book Recommendation
Not just for entrepreneurs I like to be on top of things by reviewing new books as they come out, so why am I reviewing...
With Slides, Sometimes You Can’t Fight the Culture
Like most professional presentations trainers, I have some pretty definite ideas about how to improve the use of PowerPoint, and I certainly make those...
What’s A $20 Bill Worth? Why Value-Based Pricing is Inadequate
There is a lot of discussion among sales experts about value-based pricing. It's supposed to be better than more traditional methods such as cost-plus...
You Might Be a LINO If…
In a conversation I had with John Spence on Friday, he told me he had just returned from a leadership development course that was...
Want a Better Price? Just Ask
My neighbor had a plumbing problem last week that partially flooded his house. When the carpet installer quoted a price of $5k to replace...
Solutions, Not Resolutions
It's January 2, so most of you have not yet broken your New Year's resolutions, assuming you made any. But you will. There's a reason…
My Three Words for 2014
I got this idea from reading Anthony Iannarino's post today, and he apparently got the idea originally from Chris Brogan. While I believe in...
The Perfect Gift
Having trouble thinking of that perfect gift for that special someone? I have an idea for you. It's the perfect gift, because: It's rare and…
Does It Pay to Treat Your Customers Poorly?
I came across an article yesterday in Bloomberg Business Week that was very disturbing in its implications. The title is Proof That It Pays...
The Intrapreneurial Mindset: Good Ideas Are a Dime a Dozen
The previous article about the intrapreneurial mindset focused on the thought processes that sales intrapreneurs use to generate insights for identifying new value, for...
Compelling People: the Hidden Qualities that Make Us Influential
Personal influence can be a slippery or vague concept to wrap your head around. Is it something you are either born with or without,...
The Intrapreneurial Mindset: It Starts with Insight
Last week I wrote about the rare and valuable intrapreneurial sales professional. One of the defining features of ISPs is their ability to generate...
Make Your Presentation Scalable
Presentations rarely go exactly as planned, and one of the most common reasons is the incredible—and inevitable—shrinking time slot. You prepare a half-hour presentation...
Words Count
The overwhelming trend these days among what's written about presentations and communications in general is toward visuals and stories to evoke emotions and leave...
The Beanie Baby Effect
Remember Beanie Babies? They were a fad that took off in the late 90s when my kids were young enough to participate. They were...
The Source of Mandela’s Influence
The troublemaker became a peacemeaker One of the great—and good—figures of our time passed away yesterday, a man who accomplished so much for his people,...
Tilt: Shifting Your Strategy from Products to Customers
In the golden age of the industrial era, the key resource was the means of production, best symbolized by Ford, which emerged and thrived...
Time to Put the 7% Myth to Rest
One of the favorite statistics cited by communication "experts" is that only 7% of the meaning from spoken communications comes from the actual words...
The Intrapreneurial Salesperson
I've had the privilege of working with many outstanding sales professionals in my years of training, but the ones who stand out are the...