Every day I open LinkedIn to find messages waiting for me. Invariably, these messages are from people who recently asked me to connect with them. Within milliseconds of my accepting their invitation, they have pasted the text of a pitch into their browser hit send.
Negative people don’t know that they are negative. They believe that they are completely rational, that they are realists.
Leading from a distance is a thing these days – because remote teams and distributed workforces are becoming more and more ...
The first publisher who asked for my first book, The Only Sales Guide You’ll Ever Need, hated the very first chapter because ...
There are two kinds of problems or challenges in business. The first category are problems that, while coming with a bit of ...
The time you get with your clients and prospects is a gift. You dare not waste it. That means you need to plan your sales ...
People can have differing views on business ideas. There are some that see everything as an expense. These people are ...
There are two strategies for producing successful results. One of these strategies is highly effective and certain to ...
For a long time, salespeople have been taught and trained not to disclose their pricing when asked. Instead, they have been ...
I no longer find the language “overcoming objections” as useful as it once was. It is more often true that we are really ...
It is easy to underestimate the value of a deal. When you enter an opportunity into your CRM, the value tends to be based on ...
If you haven’t read my column on Forbes.com titled A Red Ocean Strategy. My experience in sales is only in the Red Ocean, ...
One of the things salespeople worry about is their prospective client have information parity. They are concerned that their ...
One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce ...
If you are going to be a trusted advisor, you need only two things: trust and advice.
It is one thing to be busy and quite another to be productive. These two ideas are mostly diametrically opposed. When you ...
There is a strategy behind the order in which I am writing and publishing books, and I want to share my reasoning here.
When one designs a sales process, it is normally presented on a slide, beginning on the left side with a box, normally ...
I am going to oversimplify an enormous and valuable idea here to offer you something useful. Your identity is mostly a ...
My mom taught me to read when I was four years old. I only know this because she at some point told me that is when I ...
I once had a friend who asked a company to come in and observe their sales force to understand what their highest achieving ...
