I’ve stopped trying to read a lot of books. I used to read a book a week. I read a book a week outside of my assigned reading in college and all the way through law school. I read hundreds and hundreds of books, and I am happy I invested my time doing so (there are few ...
My friend, Howard Bloom, tells a story about Japanese macaques (monkeys). He says that “an innovative leader can spread new ...
I once heard a non-hustler say, “I can’t live on the money that my company pays me.” This non-hustler believes that his ...
This is a painfully awful blog post to write. But it is, in fact, the most horrific example of the high cost of ...
Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real ...
Your attitude is important. You have to protect yourself from negativity, lest you become infected.
The contact sitting across from you appears to be adversarial. She’s asking the toughest of tough questions. She’s ...
Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard ...
I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him ...
Hustlers take care of themselves before they take care of other people. This sounds selfish, doesn’t it? It’s not selfish; ...
I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, ...
The truth about social selling is that there is no such thing. Social selling is really marketing.
You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could ...
My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. ...
I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time ...
Leadership is no easy task. To be successful you have to manage a large and complex set of competing priorities. It’s tough ...
I remember the decision I made to change my life and hold myself to a higher standard than anyone expected of me. It ...
This morning I drove my teenage son through Burger King (I know, I know. I am waiting for Children’s Service to arrive any ...
I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my ...
Revenue improvement. Profit increases. Cost reductions. Efficiencies.
There is no sales “style” that is winging it. It isn’t a “style” to go into a sales meeting unprepared or unable to create ...
