A reminder: Sales is a competition. It is a zero sum game. One salesperson wins, another one loses. In some contests, a number of other salespeople lose. Because this is true, selling well requires that you create a preference for you, your solution, and your company. It is ...
Your sales force could be better. They could perform better both individually and collectively. That said, they probably ...
You are ready to start now.
If you don’t know what you were going to do first thing Monday morning, you are beginning the week with a poor start. ...
There are hundreds of books on sales, all of which can help you learn to be a better salesperson. There are countless blogs ...
There is a reason to reduce the commitment you are asking for from your dream client. That reason is because you make it ...
When you ask your dream client for a meeting, you are playing a game. The game works like this: If you trade enough value ...
Your competitor might have a better product or a better price. You might believe that gives them a competitive advantage, ...
There are a lot of speakers who can inspire you, but none that can motivate you. There are also great leaders who can ...
If there is a super power in sales (or human relationships more generally) it is caring. If you want to differentiate ...
The attributes you see and admire in other people are always available to you. They are ever present, waiting for you, ...
One of the most influential and powerful voices in the sales community today is Hector LaMarque. He’s been a salesperson and ...
Since December 28th, 2009, I have written a blog post here every day (minus 13 days I spent in Tibet in 2010, when I thought ...
The need to follow up is driven by the failure to gain the commitment to take next steps with your prospective client.
Transformation is incremental. You can decide to change in two seconds. You can begin taking the actions necessary to begin ...
Your capacity for work is like a muscle. The more you work to develop it, the more it grows. The more you develop the ...
Jim Keenan challenged me to write this blog post. He wants us all to remember that our success depends on other people. He ...
The best salespeople share certain characteristics. Some of these traits aren’t popular, but it’s my experience that they ...
As a young child, I went to Catholic Schools. When I reached my rebellious teenage years, my grades began to suffer. But at ...
If you are not producing the results you want right now, it’s likely that you aren’t doing so for one of the following three ...
This is an invitation. I am inviting you to do something other than make a New Year’s Resolution.
