On the original Star Trek television series different characters wore different colored shirts. James T. Kirk, Mr. Spock, and Bones all wore blue shirts. Sometimes they wore some weird yellow shirt. But a lot of the characters wore red shirts, and wearing a red shirt meant ...
In order to help your clients to achieve the success they desire, and in order to achieve the success you desire, you need ...
The young salesperson’s email promises me that his product will allow my sales team to produce 30 percent more appointments ...
There is no way your irrational competitor can quote those prices and be profitable enough to deliver the outcomes they’ve ...
If you want success, you have to do whatever it takes. But, know that there are boundaries on whatever it takes.
When I was 17, I started a rock-n-roll band. My mom gave me her eyeliner and foundation makeup. She also gave me some ...
There are salespeople you meet who smell of bravado and ego and even though they are successful, you don’t really want to ...
You have no control over the economic environment in which you find yourself. The Age of Accelerating Disruption is going to ...
In their work at CEB Global, Nick Toman and Brent Adamson are on the cutting edge of what’s happening in the sales arena. ...
There is no secret to producing the results you want. You just may not like the discipline it takes to produce them.
Your product is not so good that it sells itself. If it were, you would be unnecessary.
Your customer is difficult. The challenges they provide you are extremely hard to overcome. Many of the problems stem from ...
If you are going to build consensus, you need the capacity to take a third person’s perspective, and you need to help the ...
A prospective client sends you an email requesting information. You have the information they need, and you want to send it ...
A decision to do something is really a decision not to do everything else. Once you commit to spending your time and energy ...
Johnny never worked in a bull pen. He was never surrounded by other salespeople, so he never heard their conversations with ...
Strategic clients require more from you than other clients. All clients are important, but your strategic clients have a ...
“I am going to focus on prospecting” is not the same as “I am going to make 100 dials.”
A few years ago, while I was sitting in a sales kickoff meeting and waiting to speak, I was struck with an idea. I looked ...
The down payment that success requires of you is personal growth. If you aren’t developing yourself, learning new things, ...
