We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent conflict that is part of sales and selling. If you are going to succeed in sales, you are going to have to be ...
It’s easier to do things right the first time, even if it takes a little longer. Doing it right the first time is crucial ...
You don’t really buy your prospect’s business by giving them the lowest price. When you live by the sword that is price you ...
Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you ...
You have a personal psychology. You might call it your belief system, your values, or your personal blueprint. But whatever ...
Goal setting is easy. You decide what you want. You write it down and declare it your goal. It’s as easy as that; you now ...
Discovery is about learning what your client needs, their strategic initiatives, their goals, and their outcomes. Discovery ...
Ask any salesperson why they lost a deal and you will likely hear a story about a competitor with a lower price, a client ...
Vision. Mission. Purpose. Then these:
Your dream client might spend in a fortune in your segment.
You can find sales problems by looking into your funnel (or pipeline, if you prefer).
Culture is what takes over when leadership and management isn’t around.
The resort where my family and I recently stayed has a contract with a transportation company. The transportation company ...
Today’s guest, Hector LaMarque, learned early on that he could either agree with the opposition in life, or decide to fight ...
Last year I chose the words platform, lean, and tribes around which to frame all of my goals and disciplines. I made major ...
It’s the last day of the year. Time to do some year-end accounting.
My Teenage Self You know you really are an asshole sometimes. Your Mom is raising four kids by herself and you can really be ...
Give your team credit for the victories. Your team did the work. They did the heavy lifting. Take none of the credit, even ...
It was four years ago today that I decided to start writing and posting here daily.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Ever in a seriously foul mood? Ever find yourself in a bad mood for no reason at all (or no good reason anyway)?
