On August 12, 2017, I published a post on LinkedIn called Why Your Linear Sales Process is Broken. I wrote it a few days after I published my second book, The Lost Art of Closing. Success in large, complex, strategic sales now requires that you adapt your approach to the ...
Your prospective client asks you for a discount. You tell them you will go and ask your manager what you can do. Your ...
I am good friends with Jeb Blount, Mark Hunter, and Mike Weinberg. We do a little show you might have heard about called ...
There is a difference between busy and being productive. There are only two things that make you productive in sales, one is ...
Productivity is not a measurement of how many tasks you cross off your to-do list or how much work you do. It’s a ...
I like chess. More specifically, I like to play the position of White in chess. If you are unfamiliar with the game, White ...
This podcast was the subject of my Sunday Newsletter. I decided to post on the blog and share it here because I am full hot ...
Recently, I had a conversation with a person who told me that one of the leaders in her company led “with the stick.” His ...
What it is that you look for will determine the quality of your life and your experience, making it dangerous to look for ...
The eyes are funny things. The retinas project impulses from the optic nerve to the brain, where images are processed–and ...
You can’t see your own swing. Because this is true, some of the best feedback you can get will come from someone who is ...
The single obstacle standing between you and your goals (or success, as you define it), is staring back at you in the mirror ...
What follows is not a prescription for finding your way into conflict. Instead, it’s a list of things you may now knowingly ...
K. Anders Ericsson, the expert who uncovered the 10,000-hour rule that you know from Malcolm Gladwell’s work once said, ...
A few months after my brain surgery in 1992, I told my neurologist that I felt like my brain was on fire and that I was ...
What you may not realize is that your biggest battle isn’t about what you should do, but rather, about what you should not ...
When I was a kid washing dishes, some of the other dishwashers would do everything in their power to avoid handling the ...
My experience has taught me that you win deals very early in the process. It’s also likely that you lose deals very early in ...
Self-loathing sales experts. They’re self-loathing because they hate the part of themselves that once sold and felt that ...
In a presentation that I saw today, one slide features a Swiss Army knife. The following slide was a massive Swiss Army ...
There are a variety of ideas and beliefs available to you. Sadly, you are mostly infected with them, and less often do you ...
