The new currency of high-performance is focus and attention, both of which are in short supply. Giving your focus and attention over to important work is going to separate successful, high-performing, achievers from people who do not reach their full potential.
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 ...
This deal was on your pipeline report last quarter. It was in the same stage at that time, too. The only thing that has ...
I grew up watching boxing. Occasionally, you would see a fighter like the young Mike Tyson who would go undefeated for years ...
The organizational development class I was taking at Harvard Business School included a group project. The project was based ...
All but a very few of the emails you send in hopes of scheduling an appointment are a waste of your time. An email is a poor ...
Here is an email I received from a company that would like to set appointments for one of my businesses.
There are some things that you do for money. Other things, bigger, more important things, you do for legacy.
You have the ability to create value for a lot of people in hundreds of different ways. People are going to offer you ...
