Unless you were hired to be a customer service representative, you are not supposed to be doing customer service. If you weren’t hired to follow up on every operational issues, be it an incorrect invoice, a shipment, or some other failure, this work is not for you.
All the deals you make are not created equal. In fact, some are far more valuable than others. Some are worth far less than ...
Decide to say no to distractions before you are confronted by them. Decide to shut the laptop lid, turn off your ...
Let’s say you are a scout, a Girl Scout or a Boy Scout. You are going on a camping trip that will last for four nights. You ...
You are a leader, and you have to make hard decisions.
If you measure your results by activity alone, these salespeople are doing well—especially compared to their peers who are ...
There are two questions that will help you win more deals. The first question is, “How am I going to win this deal? The ...
There are some people who have a natural advantage when it comes to selling. Even though we want to believe deeply that it ...
The story you tell yourself about other people has an enormous impact on the quality of your life. When you assume something ...
When I was very young and new to sales, I thought that bigger companies were better managed, better resourced, and had fewer ...
Right now, you might be reading a few self-loathing sales prognosticators suggesting that sales is dead. The narrative they ...
There is a complicated client issue. You’re not sure what you should do. Doing nothing exposes you to the risk of losing the ...
There is a great scene in the movie Roadhouse. Not the best movie, but one with a few classic scenes, and one with a lesson.
You own the outcomes you sell because you made the promises. You made the commitment on behalf of your company, and you must ...
The non-hustler is passive. The world is acting upon them; they are not acting upon the world. This passivity causes them to ...
Some of the companies you call on want to be on the very bleeding edge of change. They will want first mover advantage, and ...
Despite what you have heard, all salespeople are not going to disappear due to artificial intelligence. That concept is ...
Artificial intelligence has made an enormous impact on our lives, including behavioral algorithms, smart home technology, ...
One of the very best prospecting methods is rarely utilized. Everyone knows they should be using it, but they don’t. That ...
Web-based advertising platforms provide you applicants by allowing them to find jobs they’d be interested in, and they make ...
