Expected Expectations Your dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not ...
Sales research shows one part of a picture. It’s a view from a certain angle. From that angle you get a very clear picture. ...
As you work in sales and in business you are going to disagree with your peers and your team about what the best course of ...
There are some people who believe that selling has no place on social media. They believe that to sell would be unholy, ...
The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to ...
Believe that you can win. That you can still win. That you are playing the long game.
The universe is abundance. The challenges we humans face are not rooted in any lack of resources; they are rooted in our ...
Why aren’t you getting the results you want? What has to change for you to improve the outcomes you’re getting?
Before you make a major withdraw from a relationship, make sure you have made more than enough deposits to cover it. Then, ...
Your attitude is everything. (Here’s an attitude checklist)
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
There is a difference between being busy and getting things done, and it is important to recognize the difference.
The exceptionally smart people I know are also exceptionally curious. They are always hunting for and exploring new ideas.
Stop trying to sell product and start focusing on how you help your client with business outcomes.
You fear the wrong dangers.
No profit margin wouldn’t be an error; it would be a disaster. This is a different margin.
The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own ...
It takes a lot of email messages to make up a single telephone conversation. I don’t have a mathematical formula, but my ...
If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance ...
There is power in being unrelenting.
Things go sideways sometimes, even when you do your very best. Here’s what you can do before that happens.
