The modern salesperson is not what you have been told. They aren’t digital. The modern salesperson isn’t a “social seller” either. Digital is a tool kit and, therefore, it is no indication of what makes one a modern salesperson. The modern salesperson is something much more ...
There is a certain sort of person who sells a dream, a vision of something that you want, by making it appear that you can ...
Assume Good Intentions: In all cases, assume that your peers are operating under the best of intentions. Refuse to believe ...
Most slide decks start with a series of slides about the company. They include things like the company’s history, their ...
I am full hot on this idea right now. If you are a salesperson, this is what you should spend your time working on now. If ...
I am sitting in the audience waiting to speak at a sales kickoff meeting. Right now, a couple of their clients are on the ...
There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The ...
There is a reason I suggest that you control the process when it comes to helping your dream client change in The Lost Art ...
There is work you need to do, but you resist that work. You know you need to do this work, how to do this work, the ...
A lot of things about sales are contradictory. They are paradoxical. Like fast is slow and slow is fast.
A lot of people mistake being busy for being productive. Crossing to-dos off a list may, in fact, mean you’re productive, ...
There are a lot of people who are willing to sell you a dream. That dream is that you can have the result you want without ...
A lot of what is written is written in a way that suggests that the opposite of what is being discussed would be better.
There is something you may not be aware of that is damaging your ability to sell. You may not know that you are doing this, ...
A salesperson asked me a question that sounded a lot like this: “Do I have to understand my competitors’ solutions to be ...
At some point, you will be an overnight success. But the work it takes to position yourself to be an overnight success may ...
There is something salespeople do that makes selling more difficult. They don’t mean to do it, and many still don’t know ...
We’ve all experienced those crazy scenarios when something goes viral – in the old days, we said it was extremely popular or ...
There is a certain class of prospective client that needs your help. They are easy to engage in a sales conversation. They ...
Seeing something and not saying something is condoning that behavior.
I am writing my third book now. I can’t tell you the title yet because we are not sure it is final. While I am writing this ...
