In Afghanistan, the locals have a saying about their strategy with soldiers from other countries. The saying is: “You have the watches we have the time.” The idea here is that at some point the foreign soldiers are going to leave and go home, and that they locals aren’t ...
As I was writing Eat Their Lunch: Winning Customers Away from Your Competition, I realized something about salespeople and ...
The first time I wrote about competition on my blog, I received a number of negative comments and a few emails. The people ...
It used to be customary that the salesperson to try to connect and develop rapport with a prospective client before tackling ...
Business is not difficult for you. Business is difficult for everyone. There are systemic challenges in every industry that ...
Making better decisions – in business and in life – is one of the top goals for many people. On this episode of In The ...
One surefire way to miss your goals is to have a pipeline that lacks integrity. The lack of integrity isn’t intentional. No ...
It’s easy to make one call to a prospective client each quarter, believing that your single attempt is prospecting. You can ...
There is deafening silence where there was a cacophony of shrill voices shouting down cold calling and singing the praises ...
Last week, Seth Godin taught me something about competition. Some part of me already knew what I learned, but the words he ...
On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most ...
If you don’t know who your dream clients are, if you haven’t identified the best prospects in your territory, you have a ...
You find success in sales in only two things: opportunity creation and opportunity capture. Everything else is just ...
Word of mouth marketing is essential to the success of any business. Why is it then, that so many marketers don’t have a ...
If you want to acquire greater business acumen faster, one way to do that is to start and manage your own business, in the ...
One stakeholder needs better results now. Those better results will require changes that endanger other, equally important ...
In games of chance, like poker for example, you are dealt a hand. You have no control over the hand you are dealt. In fact, ...
Two weeks ago, I removed all the social apps from my iPhone.
The professional doesn’t believe that the time they spend in their chosen endeavor isn’t what makes them a professional. ...
The recognition that there is a beginning and an end means that you can do what you want with the time you have here. I have ...
The person who seems angry may have low blood sugar, may have gotten a terrible night’s sleep, or could be severely ...
