The very first publisher that contacted me about writing a book asked me for a manuscript, and I delivered a completed manuscript. The title was 17 Elements: The Periodic Table of Sales Success. The book was really a competency model, including the mindset and skill sets ...
The way we work doesn’t allow us to do good work. You know, the work we are capable of doing, work of a higher quality, work ...
Many who listen to this podcast are eager to master the things that will move their career or business forward, things like ...
When you look at a lot of what is being written about sales and selling, you see a lot of focus right now on artificial ...
One of the most influential books in Anthony’s life in recent years has been Donald Miller’s, “ A Million Miles in a ...
To be honest, I forgot how bad a salesperson looks (and sounds) when they negative sell against a specific competitor, ...
Don’t believe that because your bottom-feeder competitor sells by having the lowest (or a lower) price means being ...
A reader of this blog wrote to me to ask how he could increase the number of appointments he was acquiring through his ...
I know that there are still voices suggesting that sales has changed, that relationships don’t matter, that you are being ...
Inevitably, some of your deals are going to push. Blame it on the non-linearity of the sales process in practice (as opposed ...
There is a certain quality and quantity of work that is minimally acceptable. Let’s equate this to a grade of C in school. ...
There is a difference between wanting things and having goals that you are pursuing. For example, everyone wants more money. ...
Imagine a military commander. He has a strategy to win. He has decided what the missions that result in a positive outcome ...
The next idea is better than the last one. It is more recent; therefore, it is better.
One of the primary reasons sales managers and sales leaders do not win the business they need to win is because they are too ...
Selling activities fall into two categories. The first is opportunity creation, the second, opportunity capture. The first ...
This is a tough differentiation strategy to sell.
Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on ...
A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, ...
There is this important concept from Taleb’s work. It’s what he calls Lecturing Birds How to Fly. This stands for the idea ...
It’s easier to send an email than make a phone call. An email allows you to think through what you want to say, providing ...
