Every salesperson should be able to make a cold call, shake hands like a professional, tell a good story, smile when stepping into a room, plan a sales call, improvise under pressure, connect with people, write an email, write a proposal, resolve other people’s concerns, ...
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.
When you do something over and over again, it’s easy to believe that your experience means you are doing quality work. As ...
You’ve been to these events before. You know you are going to have to sit through a session on where your company is going. ...
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value ...
This is a riff from my friend, Chris Brogan, who has been doing this exercise since 2007. You choose three words (no more) ...
I am fascinated by football. I am spending more time watching games (both college and professional), and I am reading and ...
There is a difference between “goals” and what I call “disciplines,” something I wrote about in my first book, The Only ...
People often ask me what I am reading. Mostly they assume I read sales books, but that isn’t often true, though I do read ...
