There is a reason that discovery is now less about asking the client to describe their pain, dissatisfaction, or challenges and more about helping them discover something about themselves. One of the reasons the status quo is so alluring to your dream client is that it ...
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 ...
You can try to run a sales organization without a sales leader, but you will never generate the results you are capable of ...
A lot of people complain about being bored at work. They suggest the reason they’re bored is the nature of the work. That is ...
If you believe that you will soon be disintermediated by technology, I agree with you; you will be disintermediated by ...
The rules for success—and a successful life—haven’t changed very much (if they’ve changed at all). There are a certain set ...
Many of those who prognosticate about sales very literally missed the main takeaway. To those who saw salespeople being ...
In many ways, Google Duplex is very impressive. The ability to replicate natural language is startlingly good compared to ...
When you lose, you may be remembered for the loss.
Aesop warned of the dangers of cutting open the goose that lays the golden egg to gain what you want now. By doing so, you ...
Average. It’s a number that expresses the mean, or the sum of values in a set divided by the number of values. For our ...
The real threat to you not producing the results you want are not external. They are not somewhere “out there on the ...
People will say things with which you disagree. Their opinions and beliefs are different from yours, and they make a point ...
Dan Pink is not a guy who normally would come to mind when you begin thinking about a person who can teach you productivity ...
Business Acumen: If there is one thing reading business books will do without fail it is to provide you with business ...
