Your dream client is ferociously loyal to your competitor. They have deep relationships, relationships that aren’t going to be diminished by the normal, everyday challenges that come with the territory in your industry. In fact, a good part of their relationship was built ...
There are certain attributes and skills that not only enable greater results, they multiply them. When you combine these ...
There are two main reasons you aren’t producing the results you want now.
Salespeople are not lazy. They’re poorly led.
Yesterday the article’s headline read, 84 percent of B2B Sales Start with a Referral — Not a Salesperson. Today the headline ...
The results you want when you play the long game are made up of the results you create by playing the short game.
Impossible to beat. Impossible to subdue.
If you don’t know what you should be doing right now, move up a level.
No one has ever won a political argument. I’m not sure Jefferson, Adams, or Hamilton, Madison, and Jay ever did. Thomas ...
Successful people believe that the source of their success is internal. Less successful people believe that external forces ...
You can’t be a trusted advisor and a consultative salesperson and also be a marshmallow. You can’t be your dream client’s ...
Let’s say you have eight hours to prospect and it is absolutely essential that you generate the very best possible results. ...
Social Selling isn’t living up to its promise. Those promises have been exaggerated and oversold. Social selling is failing.
If you don’t like prospecting, you don’t like selling.
Work to learn your craft. Take years to learn it. Stay inside and work while other people are out playing and having fun. ...
Everyone wants a deal. You have to decide what kind of deal you want to give them.
A lot of people will offer you advice. Most of it, you should avoid.
As a sales manager, you are a composite of the sales managers you worked for.
A sales leader was unhappy with his sales team’s performance. He was upset because they missed their number for the third ...
Your identity is online now. Forever. There is, right now, a Digital You.
It was a few weeks after my brain surgeries, and I was sitting in my neurologist’s office filling out paperwork. Before the ...
