The first time you take a test, you have no idea what questions to expect. The second time you take a test, having already had a glimpse at the questions, your score should be better than the first time you took that same test. What about the 3rd, 4th, 80th, or 200th time ...
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 ...
If you want to win business faster, you need to slow down.
“I started a website. How do I get clients?” That’s the full content of an email I received from a self-described ...
There’s this great story about Jerry Seinfeld and his writing discipline. He bought one of those big, old school desk ...
I was 19 years old when I started in the family business. I was hired to help start the light industrial division of a ...
The new currency of high-performance is focus and attention, both of which are in short supply. Giving your focus and ...
The reason you resist asking for referrals is that you have waited too long to do so.
At the end of the buyer’s process in evaluating change and a potential new partner, they worry about risks.
A red team is a group from within your own organization that plays the role of your competitor to help identify weaknesses ...
As soon as you give, you are rich.
One of the most difficult challenges we face in sales today is helping our dream clients understand that they should not be ...
There is so much talk about “big data” these days and the impact it has on helping companies and brands understand the ...
The time to build relationships is before you need them. When you need those relationships, it’s too late to start building ...
The danger in half measures is much bigger than simply losing a deal; you also lose time, the one finite, non-renewable ...
I did an impromptu webinar with Jeb Blount on the fear of rejection. It morphed into a conversation about all of the ...
A start-up doesn’t make you an entrepreneur any more than idea does.
A pre-proposal meeting is a meeting where you share your ideas about the right solution with your prospective client without ...
There are a lot of sales and social selling gurus, or as I like to call them – charlatans – out there selling you the magic ...
Shawn Murphy is the CEO of Switch + Shift, a site that explores the Human Side of Business. He’s also the author of The ...
