My first book, The Only Sales Guide You’ll Ever Need, is a competency model. It covers 9 main attributes or behaviors successful salespeople tend to possess in large enough quantities to do well. It also covers 8 skills that salespeople need to create and win opportunities. ...
There are many organizational and leadership consultants out there. But real leadership is something most of them don’t know ...
You are not checking in. You are calling your prospective client to schedule a meeting to get the opportunity you were ...
The idea that a phone call and a voice mail message is going to compel your prospective client is expecting too much from ...
If you want to know how you lose important relationships, including critical client relationships, here are some of the ...
You should never be upset about the things that happen in the normal course of business. You should take these things ...
Wait. Don’t open your email inbox. Don’t go straight into reactive mode, searching for something to do, and making your ...
Productivity isn’t a measurement of the quantity of work done. That isn’t productivity. It’s efficiency at best, and ...
Tom Peters I didn’t read In Search for Excellence. By the time Tom Peters came into my awareness, he had just written The ...
One of the most important things for every sales or business professional to understand is the importance of communication ...
If you are in sales, management, or leadership, you are going to have to be comfortable dealing with conflict. Success ...
You can give up money. If you lose money, there is more money available to you. You can get more, and the world is chock ...
A successful sales call doesn’t happen by accident. It doesn’t happen because you are charming and people like you. It ...
Influence is not popularity. Some people are very well known, and they are called influencers, but saying something doesn’t ...
If you don’t block time on your calendar for what is most important, without meaning to, you will find yourself in reactive ...
As I have been promoting The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, some who have seen the posts ...
The new cottage industry that has sprung to life on the social channels are self-loathing sales improvement experts.
Some businesses grow by taking business from their competitors. They don’t do much when it comes to selling to companies ...
Care More: You need to care more. You need to give yourself permission to passionately engage with the things that you ...
I wrote my first book, The Only Sales Guide You’ll Ever Need, using a text editor called Ulysses. I wrote my second book, ...
I still believe that you need business acumen and situational knowledge to create and win opportunities. I believe that you ...
