Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different results, sometimes markedly ...
If you’ve worked in a business setting for any time, you know that you are going to be challenged with adversarial people. ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it’s really important for us to learn ...
Very few shortcuts are healthy (here’s one). Most are an attempt to get results now without having to pay the price for ...
We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without ...
Today’s guest, Bob Burg, has turned the worst of opposition into mutually beneficial relationships. His new book, ...
There are many good reasons to turn down business that you could win. But the most important reason to turn down business is ...
The reason you are negative on cold calling is not because it doesn’t work.
When you don’t want to get out of bed, when you want to hit the snooze button, when you really want to retreat to the warm ...
I had an interesting email exchange with two people I trust and admire very much. It was about my Sunday newsletter (you can ...
I watched a group of salespeople make a sales call today. The prospective clients were very engaged throughout the sales ...
“Wanting money” isn’t the same as being “money-motivated.” Everyone wants more money. The difference between simply “wanting ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Social media is a very, very long trail.
Which straw was it that broke the camel’s back?
Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you ...
The secret to success in sales is sales enablement.
Look at the people you spend the most time with. Do these people reinforce a healthy, positive psychology. Or do they ...
People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may ...
What makes something a “great deal?”
