Blog

June 12, 2012
Greg McKinney

Steve Jobs was one of the most dynamic and innovative presenters in the history of business. His product launches were legendary. 

In the book, Innovation Secrets of St... read more

June 5, 2012
Greg McKinney

Interesting question, huh?  

In business and sales, we’re taught that asking great questions is one of the most effective techniques for moving a sale along.  While I ag... read more

May 29, 2012
Greg McKinney

We’re all guilty of it to a certain extent Over preparing for the sales meeting. How could there be anything wrong with that?

Let me clarify.  I’m not... read more

May 22, 2012
Greg McKinney

It’s really quite funny – the individuals I’ve met over the years that obsess about the competition. Let’s simply define competition as companies that sell a product or service similar to your own. The following is a really important senten... read more

May 15, 2012
Greg McKinney

Some of what I’m going to say here is basic, but still important and needs to be told to you straight.

First and foremost, if you are not passionate about your company,... read more

May 8, 2012
Greg McKinney

This is so important.  Please shut down your e-mail and Facebook.  Put your cell phone on silent and tell your boss you need 15 minutes to complete a truly important project.  Thank you.

... read more

May 1, 2012
Greg McKinney

Do not discount the importance of great questions. I’m sure you’re heard a million times that being a good listener is a critical trait in selling. That is true but you have to ask the right questions to be able to get a target client to re... read more

April 24, 2012
Greg McKinney

Great sales people…

  • Focus on the positive
April 17, 2012
Greg McKinney

What’s the difference, right?

People will have various definitions but here is the best I’ve heard thus far.

... read more

April 10, 2012
Greg McKinney

It was a cloudy, cool morning in Jacksonville, Florida.  Paul Shepherd worked for Avis Rent-A-Car and he just walked into the office at 4:45 am that Monday morning, February 7, 2005.

... read more

April 3, 2012
Greg McKinney

This post will deviate a bit from my normal blog about sales strategies for success.  It will be directed to the entrepreneur, the small business owner, the risk taker.  More specifically, I’d like to talk about the new generation of entrep... read more

March 21, 2012
Greg McKinney

In the spirit of March Madness, college basketball’s exciting tournament that began last week, I thought we would talk about presentations.  What works and what does not.

... read more

March 16, 2012
Greg McKinney

Everyone is busy.  Sales people, marketers and advertisers struggle to be heard through the noise.

How do you differentiate yourself, your com... read more

March 7, 2012
Greg McKinney

Human beings are givers.  Every single day people give their time, money and talents to charities and a variety of organizations in which they believe.  They don’t receive accolades or gifts in return for their giving.  People help people.... read more

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