It is easy to believe that you are going to win the big deal you are pursuing. There is evidence available to you that supports this belief. For example, the contacts with whom you have met all agree that your solution is very good and that it is what they need. They’ve ...
You hear, “Can you try me back next quarter? We’re really busy now.” Of course your contact is busy. Everyone is busier than ...
Doing your best work and doing your work are different. In the first case, there is an intention to work to your capacity. ...
Last week I wrote a post on LinkedIn. The topic was salespeople making connection requests and immediately pitching the ...
What if there isn’t a sales process? What if instead of a single process, there were processes that better served the ...
There is a reason to focus on competitor competitor displacement, even though they take time, and even though taking a ...
Sales optimization is the soup du jour in the sales world – every company is working hard to streamline processes and bring ...
There is a difference between price and cost. Price is what you pay for something, and the cost is representative of the ...
Tens of thousands of years ago, in Southeast Asia, humans developed a relationship with wolves. You might imagine that as ...
There are systemic challenges, in some ways greater than earlier times. That said, a scrappy go-getter always bends the ...
There is a difference between connecting with people on LinkedIn so you can pitch them whatever it is you sell and targeting ...
Too many people are being convinced to accept the mindset of the victim. They’re being told they don’t have the power change ...
All of the decisions you’ve made—or refused to make—up until this point produced your BEFORE picture. The decisions you make ...
The primary challenge in keeping long lists of tasks is that, on paper, they all seem to have the same importance. The first ...
Every day I open LinkedIn to find messages waiting for me. Invariably, these messages are from people who recently asked me ...
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 ...
