High Profit Prospecting, with Mark Hunter

My guest this week is Mark Hunter, author of the highly successful book, High-Profit Selling, which came out in 2012. His newest book that just came out recently is called High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results which I got to talk to him about on this week’s podcast. [read more]

6 Differences Between a Sales STORY and a Sales PITCH

Imagine it’s 9 o’clock on Monday morning, three days before a big sales call with a new prospect. The entire team is sitting in a conference room ready to start planning the sales pitch. At 9:02, the sales VP walks in the room and calls the meeting to order with a clap of her hands. [read more]

Sales guru and bestselling author Anthony Iannarino on his first lessons on selling

This week, I’m joined by sales guru and bestselling author, Anthony Iannarino to talk about his new book, The Only Sales Guide You’ll Ever Need. You can listen to the podcast by clicking the play button above. Below is an excerpt from his book that reflects one of the stories he shared. But it’s a lot [read more]

Pig Island: An Accidental Sales Story

Welcome to the debut episode of the Sell with a Story Podcast and Blog. I’m Paul Smith. You can listen to the podcast by clicking the play button above, or you can read the transcript below. Either way, thanks for tuning in. This podcast and the episodes that follow are primarily for people who work [read more]

Two Takes on One Event: What a Difference Attitude Makes

It’s amazing how two people can sit through the exact same experience and have completely different impressions about it. When that happens, there’s usually something interesting to be learned in the reason why, if you bothered to look. Dorinda Phillips looked. Dorinda is an organizational learning expert in Geneva, Switzerland. Early in her career in [read more]

“I hate the EEOC!”: A Martin Luther King Day story

Most business school professors know their students can learn a great deal from the practical experience of local business leaders. Dr. Art Shriberg at Xavier University was one of them. He regularly invited senior executives from local companies to speak to his students. And with nine Fortune 500 companies headquartered within a few miles of [read more]

“Because the sky is blue”: An 11-year-old boy’s secret to happiness

Happiness is not something that happens to you. It’s something you choose to be. That fact isn’t really a secret anyone’s been keeping from you. But it takes a surprisingly long time for most people to realize it, if they ever do. Jeremy McInnis learned that powerful lesson at the young age of twenty. And [read more]

The Most Useless Document at Your Company — The Corporate Values Statement

Every company has them—Corporate Values Statements. Sometimes they’re called Company Values and Principles, or simply What we Believe. But values are only words on a piece of paper until they’re tested. That is, until someone is put in a difficult position of choosing between doing the hard right or the easy wrong. The easy wrong [read more]

Winning the Cosmic Lottery

Dale McGowan is a writer, editor, critical thinking educator, and the author of several books, including Raising Freethinkers, Atheism for Dummies, and In Faith and in Doubt: How Religious Believers and NonBelievers Can Create Strong Marriages. I asked him to join me on my podcast this week to talk about the newest edition of one [read more]

HR Manager Nightmares: Discrimination Lawsuits, One Night Stands, and Bar Fights

My podcast guest this week is Jathan Janove, who stopped by to share three fascinating stories from his new book, Hard-Won Wisdom: True Stories from the Management Trenches. Today, Jathan is an organizational consultant, management blogger, and contributor to HR Magazine. But he spent 25 years as an attorney litigating some fairly salacious workplace problems, which we’ll [read more]