There are different versions of you that you bring to various endeavors and interactions. Some of those versions are more compelling, more interesting, more entertaining, and more persuasive than other versions. Because this is true, you need to be intentional about who you ...
Many sales organizations have an opportunity creation problem. The biggest change they need to make is the change from ...
I was talking with a friend about pricing. We were both lamenting the fact that too many people underinvest in the results ...
These are some of the reasons your sales force isn’t working.
The numbers of calls you make is an imperfect measurement. It tells you what kind of effort you made today. And it might ...
I just spoke with a person to whom someone recommended a book that suggested that the readers should never again prospect. ...
The first version of the Hustler, let’s call it V1, is crude and unsophisticated. The hustler lacks the knowledge, the ...
Last week’s newsletter filled up my inbox. I had written about goals and what I call “discipline lists.” But of the dozens ...
Science has reduced everything to bits and bytes. Everything is atoms, and everything is now data. It is all subject to ...
My friend, Dave Brock, once told me a story about hiring a firm to help him install a sales process in a company he was ...
Spend the vast majority of your time prospecting. If you want—or need—faster sales results, the first thing you need to do ...
Everyone sells. Even if you don’t work in sales, you are always selling. If you’ve ever tried to change someone’s mind, you ...
Because you can automate something doesn’t mean you should necessarily automate it. Because you can leverage technology to ...
The hustler doesn’t move from where she is to her goal in one step. In fact, the hustler can’t even see what they will ...
I’ve been keeping a list of what salespeople are struggling with – the challenges they have succeeding in sales. Here are ...
Earlier this week, Jenny Poore at Sales Engine posted My Start In Sales. She asked me to answer a bunch of questions, most ...
I already had this post written when my friend, Don “the Idea Guy” Snyder, asked me a question on Periscope tonight. His ...
How do you know if you are unwilling to change and grow?
Most of the time when we focus on improving ourselves and improving our results, it’s about figuring out what’s not working ...
The proponents of social selling are right about the benefits of social selling and wrong about their criticism of all the ...
Friday People Friday People can’t wait for the weekend. They can’t wait to get away from their jobs. They don’t enjoy their ...
