The first way that you might suffer in sales is wishing that you had hot, ready to buy leads burning up the phone lines. Ready to buy leads are much better than targets in the mind of those who suffer, because ready to buy leads don’t require that you sell. Targets, or what ...
A few days ago, I wrote this post about being exceptional. The point of that post was that in the Industrial Age people were ...
You have tremendous business acumen and situational knowledge. You understand your client’s business well enough, and you ...
One of the hangovers from the Industrial Age is our view of work. During that period of history, you went to work, punched ...
Your strategy for acquiring new clients is not very likely to be the difference between your results and the results you ...
In the movies, there are always “extras,” those people who show ups in scenes so the restaurant is full, the streets are ...
It is infinitely more likely that you are failing to produce the results you want because of a lack of execution than a lack ...
If you want to lose weight, there are a few disciplines that you must keep. You need to eat certain foods while avoiding ...
It seems that everything that is older than the internet is outdated, has outlived its time, and is the root cause of all ...
First, there is no other medium that allows you to convert your confidence that you can create value for your dream client ...
Your body may be sitting across from your prospective client, but your mind may be somewhere else, somewhere very far away. ...
There is no secret to productivity. Everything you need to know about how to be more productive can be summed up in a single ...
Even though there is no reason to create unnecessary conflict with your prospective client or client, there tends to be the ...
Forecasting isn’t easy. Even if you try all the common tactics, like having three times more opportunities in the pipeline ...
One of the unhealthier things we do in sales is to believe that our loss was due to the competitor having a better product ...
Today is July 4, 2018. Here in the United States, we are celebrating Independence Day, the day we cut the ties that bound us ...
There are people who believe that the choice of medium is the dominant factor for producing results when prospecting. They ...
Hope. The very word suggests that one believes what they want is out of their control. Something unavailable to them without ...
You will always find the results you want on the other side of the changes you need to make to have them. If what you were ...
One of the more important skills one needs is to develop is the skill of self-development and improvement. It is also one of ...
Regardless of what the pseudo-experts say, the telephone still dominates when it comes to generating appointments, the key ...
