There are days when your resistance to work is going to be stronger than other days. Sometimes procrastination is easy, especially when the work has no pressing deadline. Even though you don’t feel like working, you have work you need to do. Here is what to do when you ...
You call your dream client and say, “I’d love to stop by and introduce myself, tell you a little about my company and how we ...
After reading Eat Their Lunch: Winning Customers Away from Your Competition, some people have reached out to me to share ...
If your win rate would increase substantially by your making an additional face-to-face sales call, would the “lack of ...
“They were really interested, but the deal just fizzled out.” Read: I didn’t do a good job helping the client understand the ...
The deal is good for your prospect. The prospect will receive all the value you promise and more, but at a price that makes ...
No salesperson should ever lie to win a deal, speak poorly about your competitor, exaggerate claims about what you sell, ...
Every salesperson should be able to make a cold call, shake hands like a professional, tell a good story, smile when ...
The three books I have written are all maps. They provide an overview of the terrain and provide guidance on how you might ...
If there is an issue plaguing sales organizations large and small universally, it may be role clarity. The issues may be ...
The elevator door opened and I started to walk out when I noticed I had only gone from the 7th floor to the 6th floor. I had ...
I love Toastmasters. If you want to learn to speak in public, there isn’t a better place to start. You only get better at ...
In a list of prospective clients you can spend your time pursuing, a few of them are more worth your time than all the rest ...
There are countless metrics one might look to for help in understanding and improving their results. These metrics aren’t ...
Economies grow and shrink over time. None goes straight up without retracing some of the ground already covered. Two ...
Since publishing Eat Their Lunch: Winning Customers Away from Your Competition, I have more than a dozen times been asked if ...
If you are “living the dream” or “thanking God it is Friday” or “waiting for the weekend,” you are expressing some belief ...
Tyranny: the word means a cruel and oppressive ruler. Liberty: defined as freedom from oppressive rule.
The reason so many salespeople dislike their CRM and the necessary upkeep is that they believe that it is Big Brother. There ...
Life is difficult and full of suffering. Survival itself comes with adversity. Success, by whatever measure you choose, is ...
Two runners step up the starting line.
