No one has ever won a political argument. I’m not sure Jefferson, Adams, or Hamilton, Madison, and Jay ever did. Thomas Paine may have, but he was quite the exceptional pamphleteer.
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 ...
It is easy to lower your goals to something more achievable. The logic follows that by not setting your goal too high, you ...
What if qualifying isn’t the most important thing you should be doing right now? What if you are supposed to be creating ...
What makes America great is not our elected officials. We are what makes America great. That means we have some shared ...
Outcomes are better than activity. If you could have the outcome without having to do the work, that would be the right ...
You weren’t born to be ordinary. You were just infected by other people’s beliefs about what it’s okay to settle for.
If there is information parity between you and your dream client, then what you know is unnecessary. What you know is ...
If you neglect to do something for long periods of time, your effectiveness will gradually decline. It will atrophy, or ...
Salespeople are not reviled by buyers. Every day across the world, salespeople spend time with their clients and prospects, ...
