How do we cross the chasm of knowledge, the enormous knowledge gap that exists in the sales arena? How do we help our sales people gain the knowledge necessary to have the business acumen their customers need them to have?
While Allen Brouwer probably wouldn’t call the system outlined in his new “Self Journal” a productivity formula, that’s ...
Team selling is a skill that MUST be developed these days. Gone are the days of the lone ranger approach to effective sales. ...
You sold your dream client your product, your service, or your solution. They bought you when they bought the outcomes you ...
One the most effective competitive displacement strategies available to you is to make the case for change.
Unless you were hired to be a customer service representative, you are not supposed to be doing customer service. If 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 ...
