Jose Palomino

Subway Image

Image credit: Mike Mozart on Flickr

Like millions of Americans, Subway is an everyday lunch. Every month or so I drop a Subway for a reliable Italian sub – and there’s pet peeve I have with the many (haven’t tried them all) stores in the chain: napkin hoarding!
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Image credit: Andy Chase on Flickr

Through our extensive research and experience, we’ve come to narrow down the many conversations salespeople have in their sales cycle. It boils down to five pivotal conversations every salesperson needs in order to close a complex sales deal (there are sub-conversations for each, of course, but these capture the “big idea”). Read More »


Puzzle #4

Image credit: Willi Heidelbach on Flickr

My client was selling floor tiles to a national retailer. Everything was in alignment as far as anyone could tell – and the retailer was thrilled that they would be saving thousands of dollars per store – and they had lots of stores. One day, the decision maker asked, “How do you clean the tiles?” My friend explained it was simple – just back and forth in a line. Read More »


Is your value proposition the best kept secret… in your own company?

A Value Proposition is the “true truth” about your product, service and company.

It is most often rendered as a statement that communicates the value you offer to your consumer – a statement that must be apparent in everything you do – from sales to marketing to how you answer the phones. There’s quite a bit more to it than that Read More »


Sales Potential: Erasing the No-Man’s-Land

September 11, 2014

A Sales Leadership Interview with Lisa Ginther Huh

In order to have an even sharper grasp on the real world implications of this topic, I’ve been talking to sales leadership at some very interesting and diverse companies—all to learn what they had to say about the current state of sales and how important the right messaging was to their success.

That’s where Lisa Ginther Huh comes in. Lisa is the Group Manager of Sales Enablement at Avanade. Here’s what she had to say.

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Pro Tip: Money Matters

September 5, 2014

At some point, you have to frame your offering financially – not just in and of itself, but in comparison to your competitors. Nothing exists in a vacuum. You have to be able to explain the financial differentiation competitively when you’re asked – whether your offering is premium or the low-cost option. It is a […]

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Timely Thanks

August 29, 2014

My kids are long past the days of elementary school birthday parties. After the cake, the sugar highs, the un-wrappings, and the whole shebang, I would receive a nice “thank you” card. Of course, in those days, the card was written by the parents, but the thought was still there.

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Look at your Company – Now Back at Me

August 21, 2014

Old Spice and Marketing To Your Audience Look at your company – now back at me – now back at your company – now back at me. I have some advice you need to hear about markets.

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