The safety announcement on an airline reminds you that, should cabin pressure be suddenly lost, you are to adjust your own oxygen mask before helping the person sitting next to you. Can there be a more perfect metaphor for sales managers and sales leaders?
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.
There is no longer an economic buyer. Just as the power sponsor has been replaced by power sponsors (plural), there are now ...
Pick any three Sunday morning political/talk/current events shows, like Fox News Sunday with Chris Wallace, Meet the Press ...
When someone in leadership role resorts to yelling, screaming, cursing, stomping their feet, and banging things around in ...
I took two of my three children to lunch today. As we were greeted at the desk, I asked the young man, “How are you today?” ...
The reason you don’t have the results you want today is because you didn’t do what you needed to do some time ago. The pain ...
When you engage a new prospect for the very first time, you have to decide whether or not you are going to be a ...
Competing Without a Relationship: An RFO shows up in your inbox. Or you happen to make the call right as your dream client ...
Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always.
Sometimes “Sometimes” isn’t a good strategy.
It isn’t easy to change. Our brain tends to shut down the desire to improve ourselves and our situation as soon as we are ...
I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag ...
Some things that you might believe make selling easier actually make it far more difficult.
Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, ...
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 ...
