You can compete to allow you to win an order or a project, and you can compete to win a client for life. Once you succeed in the second approach, you no longer need to compete for orders or projects.
The pull of habit and an unwillingness to change will prevent you from improving your results in sales. Even worse, as the ...
As sales tech stacks grow, consuming more time and becoming more expensive, sales results continue to plummet. Far be it ...
To succeed in sales, you need a growth mindset that will allow you to persist after being told no. You also need to be ...
Between emails, text messages, the internet, Slack, and other interruptions, it is easy to be distracted by the overwhelming ...
Leaders who push for sales velocity have things backward. Any suggestion that a salesperson should try to speed up the sales ...
Instead of progressing, B2B sales is regressing back to transactional approaches. Sales organizations and sales reps should ...
In politics, if a candidate changes their position on an issue, they will be accused of flip-flopping. The accusation is ...
A recent LinkedIn post included a screenshot of a Google calendar invitation for a “Very Important Meeting” at Shopify. ...
Selling may be your job. You might have fallen into a sales role because you needed work, or perhaps the allure of making ...
Without a plan for your day, you are likely to waste time. Look at your calendar and notice how much white space is ...
More. More. More! More emails. More cold calls. More opportunities. More pipeline. I don’t suggest that activity isn’t ...
According to the Oxford English Dictionary, fragility is: the quality of being fragile or easily broken; hence, liability to ...
The acceleration of change in our time is itself, an elemental force. The accelerative thrust has personal and ...
At the first sign of trouble, the salesperson who disappears has damaged their relationship and put future business at risk. ...
Humans tend to get better at things over time. For example, if you were to need surgery, you’d be better off needing it now ...
On the night of December 27, 2009, I set my alarm for 5:00 AM instead of 6:30. I told my wife, Cher, that I would be getting ...
Some clients are more difficult to pursue. You can call, leave voicemail, follow up with multiple emails, and get no return ...
Leadership is too important to get wrong. From vision and results to culture and growth, leadership is a critical factor in ...
To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide ...
Some people believe salespeople are born, while others believe they are made. Thanks to certain personality traits, some ...
