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Robert Minskoff
The Sales Jungle
Founder & President of Minskoff Growth Strategies, Inc.
Interests: Dad, Live Music Attendee, Home Cook, Hack Golfer, All Around Fun Guy.
Recent Activity
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The Decline Of American Healthcare First and foremost, this is NOT an article on politics or Obamacare. It is NOT about technology, innovation or American ingenuity. What it is about is the ambiguity and mass cognitive dissonance when it comes to running a medical practice as a business. It is... Continue reading
Posted Jan 5, 2015 at Through the Looking Glass
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If you have been in any sales organization for any length of time the topic of questioning certainly has arisen. The old adage, ask the right questions and the answers will lead you to the sale, still rings true even in today's digital, content driven world. My father used to... Continue reading
Posted Oct 8, 2014 at Through the Looking Glass
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Someone once told me you buy the way you sell and you sell the way you buy. I think for the most part that is true. My approach to selling is very relationship and "fit" driven. In other words, if my prospect does not make for a good fit for... Continue reading
Posted Aug 27, 2014 at Through the Looking Glass
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There is a new axiom being touted by B2B..gulp.."thought leaders" over the last 12-18 months. That axiom being that buyers are 80% through the buying journey prior to speaking to a sales person. The thinking behind this is that on-line content has allowed for buyers to compile and digest all... Continue reading
Posted Jul 29, 2014 at Through the Looking Glass
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I've worked with and for many companies over the years. Varying in size from large national corporations to one man/woman companies. The best ones didn't always have the best products or services. They didn't even have the best culture (I know how important that is to all you start-up mavens).... Continue reading
Posted Jul 11, 2014 at Through the Looking Glass
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I like lists just as much as the next person. The top 5 highest grossing rock n' roll bands. Pitchers with the lowest ERA going into September. Maybe the best places to eat while in Salt Lake City. But the weed like propagation of blogs and articles that not only... Continue reading
Posted Jul 7, 2014 at Through the Looking Glass
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In today's ever increasing complex B2B environment having a high performing outbound lead generation team is not an option any longer. The notion that B2B buyers are 70-90% through the "buying journey" is only for "buyer initiated purchases". There are millions of sales closed everyday by professional sales people. The... Continue reading
Posted Jun 18, 2014 at Through the Looking Glass
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There really is no such thing as social selling. Because all selling is social. Humans are social animals. They thrive on interaction with others. Humans are deeply dependent on other humans for their survival as well as their emotional health and stability. In this day and age of email, LinkedIn,... Continue reading
Posted May 29, 2014 at Through the Looking Glass
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In order to have any type of success in sales one must achieve and establish a high level of credibility in their prospects and customers eyes. Credibility will diminish risk and build trust. Overcoming and reducing risk is the biggest obstacle all salespeople face in achieving and surpassing their goals.... Continue reading
Posted Apr 30, 2014 at Through the Looking Glass
April 24, 2014 2:49 pm Podcast: Play in new window | Download Byteworks is an agile IT services provider comprised of technology experts that truly love what they do. Their engineers are technology evangelists who enthusiastically share ideas and inspire their customers by showing them new ways that technology can... Continue reading
Reblogged Apr 28, 2014 at Through the Looking Glass
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What is lead nurturing you ask? It is the process of engaging prospective new customers with an actionable message or relevant information that continues the dialogue throughout the courtship between prospective buyer and seller. This process continues until prospect is converted to customer or removed as a viable candidate for... Continue reading
Posted Apr 9, 2014 at Through the Looking Glass
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I recently became the assistant coach of my daughter's soccer team. As a kid and teenager I played a lot of organized sports. Basketball, baseball, soccer, and a whole lot of backyard football. As an adult I never realized how much fun coaching a bunch of 8 year old girls... Continue reading
Posted Mar 21, 2014 at Through the Looking Glass
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It never fails. I am speaking to a prospective new client about how to better acquire new and qualified leads for their business. My first question is usually what have you been doing up until this point. Invariably, the person will say; "We bought a list of 10,000 names and... Continue reading
Posted Mar 13, 2014 at Through the Looking Glass
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After almost 2 decades as a professional salesman I have solicited, sold to, advised, partnered, and observed tens of thousands of businesses. Ranging from the one-man band to multi-national corporations. You could say I have learned a lot. I have seen and met great people in great companies along the... Continue reading
Posted Feb 27, 2014 at Through the Looking Glass
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There is a lot of debate in the world of sales about cold calling. Many think it is a relic of the last century and has no place in the modern, social world of today's sales professionals. Many feel that cold calling is still a viable tool to increase the... Continue reading
Posted Feb 17, 2014 at Through the Looking Glass
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In recent years the ever growing trend in sales is the "solution-based" model. This model approaches selling from the angle that the seller's product or service will help to alleviate the buyer's immediate problem or challenge. This is in many instances the crux of many successful selling organizations. After all... Continue reading
Posted Jan 23, 2014 at Through the Looking Glass
5 Things You Can Do Now To Kick Start Your 2014 1. Be Approachable. 2. Smile More. 3. Don't Dismiss Everything (give others a chance to express their opinions and ideas). 4. Look For Opportunity In All Situations. 5. Think Before Your React & Respond. Have a wonderful & prosperous... Continue reading
Posted Dec 27, 2013 at Through the Looking Glass
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As we near the conclusion of another year and look forward to an exciting new year it always makes me a little nostalgic for what has come and gone. On the up side it also makes me excited with anticipation for what is yet to come. New business opportunities, new... Continue reading
Posted Dec 13, 2013 at Through the Looking Glass
Quick Poll: How Do You Overcome The "Call Me After The Holidays" Objection? A. You say okay, and move on to the next call. B. You say okay, and confirm a solid appointment for January. C. You ask additional engaging questions to uncover an opportunity prior to January. D. None... Continue reading
Posted Nov 22, 2013 at Through the Looking Glass
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It has been over 13 years since the premiere of the TV show Survivor. The show that launched the modern day reality show. Now I, like most, do enjoy some mindless, brain-numbing reality shows. Even though there is not much "reality" in that type of TV. I do NOT watch... Continue reading
Posted Oct 25, 2013 at Through the Looking Glass
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As many of you know who have school age children the amount of donating, giving, sponsoring, and selling increases with each passing year. Well this is the time of year for my daughter's school's annual charity fun run. So this year I thought she might be old enough to understand... Continue reading
Posted Oct 11, 2013 at Through the Looking Glass
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It has always boggled my mind that those companies that provide a specific service seem to put less emphasis on the service, and more emphasis on selling. When in fact the other members of your team not affiliated with selling will interact much more regularly with the customer then the... Continue reading
Posted Sep 17, 2013 at Through the Looking Glass
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In the first part of this blog series I discussed the concept of prospecting as in relation to the dual nature of selling. In this post I will focus on selling and acquisition of the customer. Or the conversion of prospect to customer. So your pipeline or sales funnel is... Continue reading
Posted Aug 14, 2013 at Through the Looking Glass
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To be successful in sales one has to understand that selling is comprised of two separate, yet equally important, set of skills. The first part is prospecting. This is the searching, hunting, looking, calling, emailing, uncovering, detecting, observing and locating prospective new customers. The second part is relationship building, connecting,... Continue reading
Posted Aug 9, 2013 at Through the Looking Glass
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If I have to read one more blog post on how the future of B2B selling is all about content marketing, I think my computer might end up in the toilet. Sure, getting found quickly and easily on Google is imperative. Having a powerful, engaging message for your audience is... Continue reading
Posted Aug 1, 2013 at Through the Looking Glass