Inevitably, some of your deals are going to push. Blame it on the non-linearity of the sales process in practice (as opposed to the theoretical sales process that moves smoothly from target to execution without so much as a pause or a backward step). Place the blame where ...
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 ...
I am writing my third book now. This book is about competitive displacements, which is to say, how you take clients away ...
If focusing on your competitor would improve your sales results, it would be worth the time spent talking about them and the ...
There are a lot of people who believe that selling well requires that you paint a picture of a desired better future without ...
You have no control over whether the CEO you have been working with on a deal leaves the company to start a new venture of ...
Without hot, there would be no cold. Without darkness, there would be no light. Without up there is no such thing as down. ...
The perfect business card will not win you new accounts. It might look better than any other business card your dream client ...
Is what you are doing right now aligned with your mission and your purpose? Is it something that moves you closer to the ...
Here are the top two reasons some people in sales struggle to gain commitments, both of which are very difficult to ...
There is this problem with heroes: they have flaws. No matter how much you want to believe that your hero is somehow a ...
