My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, ...
Electricity follows the path of least resistance. So does water. And so do too many salespeople.
Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they ...
“How do I lead and manage a sales force having never had any sales experience?”
The devil is never a maker, The less that you give, you’re a taker. — Ronnie James Dio, Black Sabbath, Heaven and Hell My ...
As a young kid fronting a rock-n-roll band, I moved to Los Angeles in hopes of being discovered. In the days before the ...
Want to know what stops you from succeeding: comfort. Not the lack of pain or suffering. Just a lack of a real discomfort.
Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with ...
Before your dream client makes a decision, they suffer through a period of indecision. They worry about making a mistake. ...
The timeless principles are timeless for a reason: they’ve stood the ultimate test, the test of time. Time has a way of ...
Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these ...
Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be ...
Right now it’s popular to talk down wealth and the wealthy. But there is a deep, dark psychology at work here. It’s as old ...
Today’s guest, Dan Waldschmidt, is a business strategist uninterested in short term tactics for success. He understands the ...
Change is more difficult than you believe. Having an intellectual understanding the reason something needs to change isn’t ...
The book is always better than movie. There’s a reason that this is true. If you read the book first, you’ve already created ...
Excuses Are Disempowering The main reason we make excuses for poor performance is to absolve ourselves of responsibility. ...
When you are speaking and someone interrupts you, stop speaking. Don’t be insulted. Don’t be angry that you didn’t get to ...
Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written ...
There is this great story about Michelangelo and the statue David. He said that when he saw the slab of marble, he saw ...
