There is something salespeople do that makes selling more difficult. They don’t mean to do it, and many still don’t know what they should do differently and why what they’re doing makes selling more difficult. What they are doing is leading with their products.
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 ...
It’s Monday, the day so many dread because it means that must go back to work. I shot a video about Mondays last year, and I ...
A salesperson asked me a very important question. He asked, “How can you be a trusted advisor and consultative salesperson ...
You are capable of doing far more work in a day or a week than you believe. The amount of work you believe you can do is not ...
The deal that you are working on is enormous. It’s not quite enough to make your number for the year, but it is enough to ...
Nobody in the online marketing space or sales world needs an introduction to Seth Godin. Seth has become synonymous with ...
“Buyers have changed,” they say. So much so, in fact, that what you know about sales is all wrong. In fact, if you’re not ...
There is one group of prospects you must avoid. There is nothing you can do for them or with them, and your time is better ...
No one works in sales without having losses. Some of those losses are the result of errors, bad choices, poor strategy, or ...
Last week a picture of robots standing in front of computers wearing telephone headsets crossed my social feed. The point is ...
It is rare that I use my Sunday newsletter as a blog post, but this idea is so important, I don’t want you to miss it if you ...
A lot of people say they want to be consultative, a peer, their client’s trusted advisor. There are, however, some behaviors ...
There is a reason the nonlinear nature of sales causes so many problems. For a very long time, the real process of ...
If you want to learn how to engage in productive thinking, Tim Hurson is the guy to teach you how. Tim is the author of a ...
I had to deal with a few tough business situations over the last few weeks and months. This comes with the territory when ...
There are some differences that make a difference. You can be similar to another person in many ways and produce a ...
Let’s say your average sales cycle from target to close is 90 days. That means that the opportunities you create this week ...
