I was reminded recently of something that my mentor David Hibbard (Co-Author of SOAR Selling) shared during the 2007-08 Subprime Mortgage Crisis. Different crisis today of course, however the same applies when it comes to mindset. What we know for sure is that the world is...
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Your LinkedIn profile should speak for you in your absence. Spending the time to make sure that your profile is an accurate reflection of you as a business professional is critical. Differentiating yourself when engaging with your network is just as critical – and that is where...
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When I facilitate my training sessions, in particular SOAR Selling, the topic of research always comes up. Is it necessary when prospecting for new business? How much time do I spend conducting research? When do I mention my research when speaking with the Decision Maker? Once you...
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April 10, 2001 is the day. A day that I remember vividly as it was the day that I was fired from my job. The politically correct term is “let go”, but the truth is that I was fired. I began working for a security company on September...
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Let's start this one with a distinction between the two. An employee mindset is focused on the individual responsibilities of your job. What are the job requirements, priorities and how to complete them in excellence; but isolated to the individual silo without much focus on the...
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Self Promotion is the answer (for the most part). A recent sale, job promotion, new product offering, a work anniversary, consultant promoting a speaking engagement, book launch or highlighting a cause/org that is important to them. Even this post falls into the self promotion category on...
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When facilitating SOAR I will often ask, what is your value statement? And more often than not I am provided with the Salesperson's value proposition as opposed to their complete value statement. And over the December holidays I was asked what the difference is between...
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Moneyball – Is the 2011 film based on the Oakland Athletics baseball team’s 2002 season and their attempt to assemble a competitive team. Faced with the franchise’s limited budget for players, the Oakland Athletics build a team of undervalued talent by taking a unique and sophisticated approach...
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I recently had the privilege of working with a group of high school students through an amazing organization called TechUnder20: https://techundertwenty.com During the session I was asked by one of the students: "Paul - if you could go back and give some advice to the 17-year-old Paul,...
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