If marketing worked as well as you believed it is supposed to, then the eight page, four-color glossy brochure you sent your dream client would have compelled them to pick up the phone and place their order. They haven’t ever done that.
The salesperson’s email was targeted to me directly. Clearly, someone had done enough research to know I am a speaker, and ...
There is a reason that the fundamentals are fundamental. The important things that build the core results weren’t determined ...
There is this prospect in your territory. They’ve been with one of your competitors for years and for as long as you’ve ...
There is an iron law in sales that requires that you create value for your dream clients (or prospects) in every ...
If you want to be a leader, there is no better place to start than in sales. The attributes and skills you need to develop ...
“Our people are our greatest assets.”
Anthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who ...
The poorest performing salespeople are invariably put on on an individual performance plan, or a personal improvement plan. ...
If the outcome your prospective client wants exceeds the amount of money they can invest in obtaining it, something has to ...
Sales organizations spend a lot of time and money trying to determine exactly what makes a top performer. They want to know ...
There was a salesperson in my territory who I continually found myself competing with for new business. This salesperson was ...
Working harder on things that are not important, that don’t move you closer to your goals, or that don’t really need to be ...
The biggest obstacle between you and what you want isn’t outside of you. It never was, is not now, and never will be.
There is a good reason not to discuss pricing until you’ve done enough discovery work to understand the investment that is ...
Selling via social media has been touted as the next big thing in sales, the “end” of traditional cold calling and dialing ...
What is easy for you is difficult for your company.
The first time you deliver a message to your prospective client or dream client, you should not expect that message to ...
Most sales leaders don’t spend too much time worrying about the top 20 percent. The salespeople who make up the high ...
You might have heard that you can “do what you love and the money will follow.” I wish that were true, but alas, it is not. ...
I just released the second video in the launch of my new book, The Only Sales Guide You’ll Ever Need. If you want to know ...
