As I have been promoting The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, some who have seen the posts have decided, without reading anything about the book or the sample chapters, that this is a book on closing tactics, complete with tie downs, tricks, ...
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 ...
The world has been spinning out of control since the world started spinning.
Q: Why did you write The Lost Art of Closing?
A CEO called to hire me to speak to his sales organization. I was a particularly good fit, and we both agreed that my ...
What is the size of your total addressable market? What percentage of that market is actively considering buying whatever it ...
Sales has no rules, and you have to know them all. You have to make decisions. You have to decide to act, or not act. You ...
If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To ...
For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. ...
One of the defining elements of this age is the screen. They’re everywhere. They are in your hand, next to your bed while ...
If you want to produce sales results, there are only two things that you should be doing with your time. You should be ...
“I’m about quality, not quantity.”
One of the most fundamental but overlooked pieces of any sales presentation is being confident in what to say to your ...
If you’re going to learn and grow, you need to listen to things with which you don’t agree. You are going to have to suspend ...
“The sky is falling! The sky is falling!”
If you are lazy, you are not going to do very well at sales. It is an activity-based endeavor, and nothing moves unless you ...
Right now there is a war. The war is over mindshare and preference.
