Today I decided to stop selling and start waiting. I was waiting for opportunities where I could connect and to be helpful. So many experts have recommended this approach, there has to be something to it. Why else would someone suggest “stop selling” if it wasn’t working?
Beware of ideas that suggest that buyers no longer need salespeople, that salespeople can’t create value, or that ...
Even though they can make some people uncomfortable, disagreements and arguments are a critical part of business. Without ...
Here are 8 lies about selling:
I don’t know if there is anything cooler than a light saber. It’s got the old samurai katana thing going on, and it’s as ...
A “no” is easier than a “yes” from your dream client. You have to work hard for a “yes.”
I love people. I always have. So when people ask me for help, I automatically want to say “yes.” It’s easy to end up with no ...
Did you make progress on your most important project? Productivity isn’t how many things you scratch off your to-do list. ...
Almost every day I drive through the Starbucks in my neighborhood. Most days the team that works at this particular ...
Stay Humble It doesn’t matter how well you are doing, or how much you are winning; you need to stay humble. Confidence is ...
There are some clients whose business you should not take.
Transactional sales tend to have a lower price point, lower complexity, lower risk, and fewer stakeholders who will be ...
I’ve known some real rogues throughout my life. Many of them were some of the hardest-working people I have ever seen. But ...
If you watch human behavior, you can follow the patterns. People’s beliefs betray them. You can hear it in the words they ...
If I were hiring a leader, here is what I would want in the person I was hiring.
The Gods of Prospecting smile on salespeople with high activity. They frown on those who wait passively for good things to ...
Today’s guest, Gerhard Gschwandtner, is on a mindset mission. He wants to rid you of the parts of your thinking that hold ...
If I had to layout a surefire recipe for success, it would look like this.
I’ve written about this idea before, but I have to write more. This idea has been gnawing away at me because it is so ...
