This post was originally a Sunday newsletter. If you ever want to know what that newsletter is like, here is a sample. This is a long and critically important piece of content. You may want to spend some time with it this week. Selling well begins with understanding where ...
There is an old joke about how to have a small business. It goes like this, “You know how to have a nice small business?” ...
In sales, fast is slow and slow is fast. This means the more time you take to to be present, create value, and help your ...
“Playing to win” is different than “playing not to lose.” The actions you would take to win are different than the actions ...
Just because you can do something does not mean that you should do that thing.
“For years, customer service has been a necessary evil.” That’s what Jay Baer says, but he’s convinced that even though it’s ...
There are things that you cannot control, and things you can. Where you focus is important. It has much to do with how you ...
Possessing a Bad Attitude: Nothing repels money from you like a bad attitude. Negativity, cynicism, scarcity will all keep ...
Selling is more difficult now than ever. In the past, sales acumen may have been enough to help you succeed; you now also ...
Everybody wants more money. Most people are not willing to do what it takes to make more money. And the people who want ...
This post is 2,500th post I’ve written on this blog. Here is some of what I have learned writing and publishing every day. ...
Hustlers are insatiably hungry. They are driven, they’re self-motivated. No one ever has to ask a hustler to do anything. ...
What you believe about your pricing as a salesperson is what your prospective clients will believe about your pricing.
Over $2 billion in sales. Yes, you read that correctly. Today’s guest, Forbes Riley is an amazing woman and one of the most ...
There are two kinds of companies.
You may sometime hear someone say, “Business would be great if it wasn’t for two things: customers and employees.”
A request for proposal is an indication that your prospective client is already deep into their buying process.
The first time you take a test, you have no idea what questions to expect. The second time you take a test, having already ...
People resist sales. They resist the idea of selling.
Trying to go fast can slow down an opportunity. That doesn’t mean that you shouldn’t try to compress the sales cycle. You do ...
