When you leave a client interaction without scheduling the next commitment, without agreeing on the process, you end up chasing your them. Because you didn’t agree upon what the next step of the process would be, your client can appear to go dark. This creates an imbalance, ...
There are some things that successful people do not say. They don’t “hate Mondays,” or believe that Wednesday is “hump day,” ...
A lot of people go to work, but a smaller number go to work to work, the first being a place, the second being work that ...
The idea of a false dichotomy is that one is presented a choice of two ideas that are seemingly exclusive when they are not. ...
One of the constraints you must deal with when you write a book is the word limit. Most business books are around 60,000 ...
There are a lot of reasons that your dream client might reject your request for a meeting. Those reasons include the fact ...
There’s only one difference between the hustlers in prisons across the world and you and me… they got caught breaking the ...
The idea behind growth hacking is speed to results and lower costs of client acquisition. There is nothing wrong with these ...
I had an interesting conversation with Hank Barnes last week. We were discussing competitive displacements, a euphemism for ...
Some people wait to start until everything is perfect. Because they are waiting for perfection, they continue to wait, not ...
Content Marketing is not prospecting. Even if there is a call to action, you are not asking your client for a meeting to ...
Outbound sales and prospecting are the sales approaches that most people shudder to think of. Dialing the phone, cold ...
How is it possible to have a slow day? How can you have a day where there’s very little to do, one in which you don’t get ...
There is a hidden danger in CRM dashboards, those collections of metrics and hard, objective data displayed so beautifully ...
There is something people call aggressive that isn’t something that should be attached to that word. People who are ...
Henny Penny, that most frightened and frightful of all sales experts, suggests that you should not interrupt your dream ...
This post is not going to be a traditional post. It was my Sunday newsletter, and I want to share it here. Earlier this ...
In sales interactions, there are things that are unknown. It is a mistake not to ask for and discover the things you know ...
Here is what I want you to do today. I want you to log into your CRM and pull your total pipeline. Once you have the ...
The reason many salespeople are happy to start a presentation with their company’s history, their locations, their board of ...
It is difficult for salespeople to command their prospective client’s time. This is a symptom; it is not the disease. This ...
