If there is a super power in sales (or human relationships more generally) it is caring. If you want to differentiate yourself from your competitors—and your peers—caring more will do it. Selling is about creating a preference, and caring is one of the most effective and ...
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.
Most businesses were closed on January 2, 2017 in observance of the New Year. Christmas is on a Monday, and so are Memorial ...
The new currency of success is focus and attention. If you want greater results, focus. If want to succeed with greater ...
Chris Brogan is one of the reasons I started writing daily. He is super smart, has had a tremendous influence on me, and I ...
This is my fourth year writing my personal balance sheet as year end accounting. Here is how 2016 went.
The decision to set my alarm clock for 5:00 a.m. in the morning was the decision that allowed me to put my bigger, longer ...
You don’t get paid to discover and keep track of the reasons you can’t do something. Deciding you can’t generate the ...
When you say “yes” to small things, “you are saying “no” to your biggest priorities.
A lot of pundits and prognosticators are going to start publishing their predictions for 2017. Predicting what might happen ...
There may come a day when social selling replaces traditional methods of prospecting. That day, however, is not today. As ...
