Your mindset matters a great deal, especially as it pertains to prospecting. Even though people bandy about all kinds of statistics about how poorly this method or that method may work, the truth of the matter is that your mindset is largely responsible for your results.
There is this old cartoon I keep around to use in some slide decks. In the picture, a man is standing in front of a wood ...
If you want to succeed at work, you must pay for that success with time and focused energy. That time and energy has to come ...
People believe that the way to determine whether something is cheap or expensive is to look at the price, oftentimes ...
There is a certain variety of anti-cold calling charlatan that hedges their statements when they disparage cold calling. ...
I would be the very first person to tell a sales force to continue to prospect and sell through operational challenges. It ...
It isn’t my fault. I am not responsible. It was something or someone else. There is nothing I can do.
Some of the biggest clients in your territory, the ones who spend the most money and who could make your whole number, are ...
Anthony Robbins has a framework for human needs. It’s very much like Maslow’s Hierarchy of Needs, something a lot of people ...
Over the past few months, many of the social-only, inbound-only, the-only-school-is-new-school chattering class have revised ...
Imagine you are a sales leader. Your goal is $20,000,000 in new sales. You have a 40 percent win rate, a little bit better ...
The very act of selling is about creating a preference to buy from you, to work with you, and to make you part of your ...
Different people at different levels within a company can have different ideas about the money they spend and your pricing. ...
One of the questions I am asked most often is how one can balance their business goals with the goals of being a good parent ...
Here are the questions you may be asking yourself:
The world punishes some behaviors while rewarding others, even though the behaviors that are punished are sometimes more ...
You are competing for a prospective client’s business. You know there are two other companies being considered, both of ...
The result you are producing right now is not the result you are capable of producing. You are capable of more. You are also ...
The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information ...
There are a few reasons salespeople don’t perform as well as they are able—or as well as their companies need them to. You ...
Never give up. Never give in. Given enough focus, time, and energy, all obstacles yield.
