Because we live in an age where the digital tools provide infinite distractions, it is easy to get drawn away from your work by visual, audio, and written content designed to amuse and entertain you. Even though the social channels can be used for work, more and more they ...
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 ...
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.
