Thanks to Mark for another great post that boils things down to a pretty simple level! A lot of people make being successful in a start up look like some sort of hocus pocus, but it usually comes down to following some simple rules and executing every day.
You don’t have to agree with all […]

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In case you ever thought different, EVERYONE is in sales!  See Keith’s great post below, and Happy Valentine’s Day!
Tip 107 - If You Are Single, You Are in Sales
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We’re all in sales. Do you want a raise or a promotion?  You’re in sales. Do you have a new idea at work?  You’re in sales. Are […]

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My company, Everon Technology Services, a provider of IT support and management services to small businesses, recently opened a second office in Colorado. As a result, I am throwing myself back into the world of sales management to try to rev up our opportunities in the area.
As I started looking for salespeople, it got me […]

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What am I referring to?
CONFIDENCE!
Think about it.  Why are we having a mortgage crisis in the U.S. today?  What changed that all of a sudden made millions of loans look so bad?  The answer is that buyers of debt suddenly lost their confidence in people’s ability to pay.  That’s all that changed!
But look at the […]

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Paul Brown of the New York Times recently wrote an article titled The Right Places to Learn Entrepreneurship.
People often debate if entrepreneurship can even be taught.  I think it can.
It’s an interesting article - check it out.  I’d also like to note that Babson was all over the article in terms of making the “top” […]

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This is the sixth and final principle of influence from Dr. Cialdini is liking.
This one really is common sense.  It says that people prefer to say ‘yes’ to those they know and like.
There is a key distinction about this principle that is worth noting and understanding that isn’t as obvious as the general principle.  The distinction […]

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Dr. Cialdini’s fifth principle of influence is consensus.  Simply put, this principle states that people generally want to follow the lead of similar others, particularly when they are unsure.
Dr. Cialdini gave a few examples of how this principle has been and can be used in business.
The first example is one of how this principle has […]

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Dr. Cialdini’s fourth principle of influence is Consistency.  This principle states that people want to remain consistent with what they have already said or done, and that even tiny commitments will lead to a strong desire to remain consistent to those commitments.
This is an extremely valuable lesson for anyone in sales!
Any salesperson will tell you […]

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Keith Ferrazzi just posted a great blog entry on his never eat alone blog.  The questions themselves come from Dr. Mark Goulston, author of Get Out of Your Own Way at Work.
These questions are essential questions for any business or individual; putting you through the exercise of getting clarity around the factors that will drive […]

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The third of Dr. Cialdini’s principles of influence is Authority.  This principle simply states that people tend to believe that “If an expert says it, it must be true.”
 
Now, by including the word “expert” when explaining this principle I think it can be a little too limiting.  This principle does not apply just to “experts”, […]

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