I am writing my third book now. This book is about competitive displacements, which is to say, how you take clients away from your competitors (knowing full well that they are trying to take your clients from you). Having spent three hours yesterday writing caused me to ...
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 ...
If you are going to ask someone for something, offer to trade value for what you want.
When I was very young, I was asked to make cold calls for the family business. I had a little experience, having made cold ...
You aren’t going to be Uber. Well, a few of you may be, but most of you will not. There are a lot of businesses that are ...
It is hard to describe the power of beliefs, the lens through which you view the world.
This idea is not what you think it is. It’s different and in some ways, more important. It’s about your brand. Not the ...
If you are grateful for this day, what will you do with it? If you are grateful for the time you have been given, you will ...
If you open your email inbox right now, you will find all kinds of work waiting for you.
If you are going to win your dream clients, you are going to have to pursue them over time. This means that you are also ...
Your product isn’t going to sell itself. Unless you showed up to work today with a line of clients trying to buy what you ...
A lot of people, especially leaders, talk about empathy and how much of it they possess. They speak about it as if empathy ...
Today it is 90 days since I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.
There are two ways you can handle unpleasant tasks, one more popular than the other, one more effective.
