A person with poor values and morals can damage your culture and cause people to believe something about your company that isn’t true. Someone who is willing to do things that are illegal or immoral can give others the perception that these things are condoned—even when ...
Is the conversation that you want to have with your dream client around something vital? Is it something so important, so ...
More on a theme from the last couple days here.
There are new rules in B2B sales. There is also a set of rules for how decisions are made, how consensus is built.
The reason I created the Outcomes Planner is that Time Management (which is really “Me Management”) is the difference ...
The loudest voices on the social channels will tell you the largest change in sales is the advent of those same social ...
The CRM doesn’t get near the respect it deserves. Far too many salespeople believe that the only purpose it serves is to act ...
Because we live in an age where the digital tools provide infinite distractions, it is easy to get drawn away from your work ...
Let’s say your sales results are off by 50 percent. You are literally producing half of your number. There are a few things ...
Do less worrying about what might go wrong and do more of what is necessary to give yourself every advantage when it comes ...
Where you start a conversation with your dream client matters a great deal. How and where you begin is going to create an ...
I’ve spent a lot of time thinking about my successes and failures in sales. I’ve come to the realization that in many cases ...
The more businesses move to transactional models with no human interaction, the more human interaction is going to be a ...
The very idea of discovery has changed over the last decade. As discovery was trained and taught in the past, the outcome ...
There are a lot of people who are very good people with very good skills that also happen to be in the wrong role. When this ...
It was one year ago today that I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive ...
The person who needs the deal the least has the most power in a negotiation. If you can’t afford to walk away from a deal, ...
A notification on your smartphone that you have just received a text message is a demand on your time. It requires that you ...
A reader of this blog emailed me to ask me about applying The Lost Art of Closing (TLAC) as it pertains to the one call ...
One of the major differences between people who are successful and those who struggle to create the success they want is ...
If you leave a plot of land alone, over time it will become overrun with all sorts of plant life. Most of the plant life ...
