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 is true, they struggle to produce the results their company needs from them, making the company unhappy with their performance. The person in the ...
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 ...
There is a reason you need Dream Clients, those clients who perceive what you do as strategic, who will consider you a ...
There are many reasons sales training fails. These are the reasons I most often come across.
The moment your dream client decides to take a meeting with you because they believe it will be worth the investment of ...
There has been a shift in focus over the last decade. As more and more data is generated, more and more we look to the data. ...
This past week, one of my teams was working on a client issue. There was a flurry of emails sent back and forth, each one a ...
Anything that takes control of you can oppress you. Anything that can make you do something without conscious thought has a ...
Before your breakthrough results, there are breakthroughs that must come first.
Should you go over the head of the stakeholder you have been working with on the big opportunity? Should you continue to ...
There are many ways that a leader can fail. But if you want to reduce it to two areas that cover most of the territory, ...
People who are negative don’t know they’re negative. They also don’t know how they were infected with cynicism, scarcity, ...
There’s a certain power in persistence. Persistence means you continue to take action until you get the result you are ...
We used to worry about the language we use to have client conversations. Because some salespeople didn’t like scripts, ...
If you want to do good work, it helps to be passionate about your work. There are a few ways to make it easier to be ...
Each time a new update to a software program is released, it comes with an explanation of what changes and improvements have ...
