When you do something over and over again, it’s easy to believe that your experience means you are doing quality work. As helpful as time and your experience are, there is more to doing quality work. The professionals in any endeavor always approach things in a way that is ...
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 ...
Some salespeople send emails that, were they to be printed on paper, are three to four pages long. Other salespeople send ...
You can shout loudly for attention if you want to, or you can speak quietly and have people lean in to listen because you ...
The sell sheet did nothing to improve the salespeople who used them when they called on their prospective clients. Like the ...
There is a seemingly infinite number of ways you can fail as a leader. Being a sales leader is no different, with varying ...
Sometimes things can get a little boring (or a lot boring, in some cases). You get stuck in a routine, even though you ...
There can be no deal if both sides refuse to negotiate and seek a solution.
Taking an order when a client reaches out to you to place an order is order-taking, not selling. Asking the questions ...
It’s a bit presumptuous to claim a book is one of the best books on habits that exist. There are lots of great books on the ...
Absence of negative isn’t the same as the presence of positive proof.
It’s a good time to do a little introspective work. Here are ten questions to help you plan your next year.
For many, the next idea is going to be better than the one that came before it. They believe the next evolution of the sales ...
Focus 10X as much time and energy and money on becoming someone worth buying from as you do on electronics, sporting events, ...
At the end of every year, sales leaders and sales managers direct their salespeople to close strong, to win every deal they ...
The word data means facts and statistics that have been in some way collected. Our technologies now allow us to collect an ...
