John Darrin

John Darrin

I am an author and writer, and a consultant specializing in radiological emergency preparedness.

My work has taken me all over the world, from China to Finland, from Central America to Canada, working on such unique projects as the first-ever decommissioning of a radiological research laboratory, the decommissioning of several nuclear reactors, the recovery after the Three Mile Island accident, and even on the treatment of nuclear weapons waste in China.

The things in my life that I am most proud of – a loving marriage, my family, my business career and reputation, my unusual friends – are not very interesting, except in a very small circle.

The interesting things, the uncommon things, the things that drive my imagination, are a lot more exciting, if sometimes less commendable. Youthful drug experimentation, the anti-war movement, bankruptcy, motorcycle racing, taking the 5th, dying in the emergency room, Mad Cow Disease, etc. As I used to tell my wife, at least it hasn’t been boring.

And now I travel, touring the country in an RV, dragging my motorcycle behind me. Going places, meeting people, doing things.

Recent Posts by John Darrin:

  • The CRM Debate Goes On: Do We Really Need It?
    Surprisingly, there is still a huge block of companies that have not adopted CRM, or even have plans to consider it. That’s like saying “we don’t need computers” in 1995. Not a strategy for success.

  • Process? We don’t need no stinkin’ process.
    Sales people always use process in their work. Most pay no attention to it and think that it’s just “how I do it.” The most important process is deciding which opportunities get your attention today. How do you do that?

  • Successful CRM Implementation #4: The Checklist
    Reading about CRM implementation is one thing, and actually doing it is another one altogether. To maybe help the transition from theory to practice, here is a checklist of all the things that you need to consider and do as described in the first three installations. We have included the full paragraph of each checklist ...

  • Deal Me In – Prioritizing in Cards & Sales
    Establishing the value of a sales opportunity is critical to setting your priorities. Like a card game where you must choose the card with the most value for each trick, opportunities have an intrinsic value that changes as you progress through your sales cycle.

  • Probability and Priority – Do You Need An Umbrella?
    Probability means different things to different people. And risk is something everyone also handles differently. How do you reconcile these in your CRM system to give you sales success?

  • The Other Side of the Selling Equation
    Wherever there is a sales cycle, there is a buying cycle. The successful salesperson knows this and makes sure he understands the buyer's equation and plans accordingly.

  • The Difficult Close
    Most closing strategies assume you developed the correct selling strategy and properly execution effective tactics. Closing then becomes the natural result of this properly laid strategy and executed tactics, and done right, it is seamless and predictable. Of course, it usually doesn't work that way.

  • Setting Priorities: How Do You Spend Your Selling Day?
    There are many studies offering marginal information on how sales professionals spend their time and what can be done to improve productivity. The biggest time waster, it turns out, is answering the question "What should I do today?"

  • 3 Ways To Shorten Your Sales Cycle
    Why is everyone eager to shorten their sales cycles when doing so almost certainly means you will lose? Here are the reasons why you will fail, and the better route to success.

  • Selling to Sales Pros
    Is selling something to another sales professional really that different than any other customer? A quick survey of people in that business turns up some interesting observations. Ed. – Fortunately we have enough interesting and compelling content here at The HUB that we can dig into our archive and still offer up something that you should find, well, interesting and compelling. Today we’re re-publishing John Darrin’s take on sales tactics and strategies for selling to sales pros.

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