Would You Welcome Tough Times?
By Paul ReillyBefore answering, consider this story.In 1907, Bill Klann was working for a Detroit ice company. Hard work and low pay, but he was happy to have a job. However, Bill was laid off [...]
What Is The First Principle of Selling?
By Paul Reilly “You boil things down to the most fundamental truth…and then reason up from there.” — Elon Musk on First Principles Interview In this interview, Musk explains how to use the concept of [...]
Stop Discounting in Tough Times
By Paul Reilly “The manager has just one business. His equation tells him that if he prices a little too low, it’s not that serious. But if he prices too high, he sees himself screwing [...]
Does Messaging Matter in Tough Times?
By Paul Reilly On April 20, 2010, the British Petroleum (BP) Deepwater Horizon rig exploded, spewing oil into the ocean. This event was the largest marine oil spill in the history of the petroleum industry. [...]
Are You Carrying Your Share of the Load?
By Paul Reilly If you ask any St. Louisan, “What is St. Louis famous for?” you would receive a myriad of responses: St. Louis-style ribs, St. Louis-style pizza, world-class baseball, Anheuser-Busch, etc. However, the most [...]
The Fog Will Lift Soon
By Paul Reilly Torrey Pines is arguably one of the most beautiful courses in the world. It sits upon a cliff overlooking the Pacific Ocean. The views are breathtaking. This “hallowed” ground is a [...]
Are You an Explorer or Exploiter?
By Paul Reilly In uncertain times, are you better off exploring new opportunities or exploiting existing opportunities? Before answering this question, consider this analysis of nearly 2,500 fishing expeditions. In this two-year study, researchers Shay [...]
Have You Lost Control?
By Paul Reilly On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate [...]
A Better Way To Fix What Is Broken
By Paul Reilly A few years ago, we attended a family party at my wife’s grandfather’s house. My daughters were playing with their cousins, and one of them accidentally knocked over a small clay statue. [...]
Selling in Uncertain Times
By Paul Reilly I can’t think of another profession better equipped to face uncertainty than the sales profession. Think about it…When has sales ever been a stable and certain profession? Given the recent events, it’s [...]