In a presentation that I saw today, one slide features a Swiss Army knife. The following slide was a massive Swiss Army knife, much larger than anything I had ever seen before. As soon as I saw the second slide, I was struck by the concept. More is not better than better.
There are a variety of ideas and beliefs available to you. Sadly, you are mostly infected with them, and less often do you ...
Last weekend I was reviewing my projects and tasks when I recognized how many of the projects and tasks had nothing to do ...
There is this story about Warren Buffett and his pilot. As the story goes, the pilot is talking about his goals and dreams, ...
I am continually tagged in Linked posts where someone writes that cold calling is dead and others rush to defend the ...
Your client is going to ask you for a lower pricenow negotiating. They are obligated to do so, as this makes them good ...
It can feel like a complete waste of time and energy to pursue one of your dream clients when they are locked down in a ...
If you ever feel you are being pulled in two directions:
My friend Tom told me a story about his best friend growing up. His friend joined the Army after high school. It was there ...
A word of caution here. This post is going to mention God and the Universe. I want you to know that I have great respect for ...
Dear New High School Graduate:
For the last decade, there has been a trend towards believing that what worked in the past is automatically wrong for the ...
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a ...
If you haven’t changed any of your beliefs, it is proof that you are not growing. From time to time, you should revise what ...
There is a reason that discovery is now less about asking the client to describe their pain, dissatisfaction, or challenges ...
What follows is a true story. The client said to the salespeople sitting in his office, “Wait here, I have to run and get ...
Some time ago, I wrote here that the best salespeople I have ever seen were combative. Many times here I have written an ...
Being positive, optimistic, future-oriented, and empowered, is not about being happy. It’s about being effective.
Dave Brock writes an excellent piece on the hyper-focus on buyer’s journeys here. Here is another reason one must be careful ...
Sales does not need to become a profession. Sales already is a profession. Even if there are not hundreds of university ...
Have Amazon.com and other companies that mostly sell without salespeople proven that salespeople are necessary? Has the ...
