Value Creators have a code. They have a certain mindset. It looks different to people who haven’t yet come to understand what the Value Creator knows. A lot of people have a mindset that is still diseased, poisoned by unhealthy beliefs and bad ideas.
There are gaps worth noticing when it comes to pricing power.
The allure of the magic bullet is a strong force. At times, it’s overwhelming, irresistible. The idea that there is an easy ...
I just received a note from a client with whom I have a great relationship. It reminded me of these stories, all true.
Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover ...
These three sins are deadly. They completely destroy your ability to succeed in sales.
You are already an expert at writing value propositions. Over the course of your lifetime you’ve written thousands of value ...
It’s a brand new week. Who will you be this week?
Today we hear from Mike Weinberg, author of New Sales Simplified. Mike joins the podcast today with strategies for your ...
Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves ...
The biggest challenge in sales today is opportunity acquisition. Period.
One brick is strong. Two bricks are even stronger. Three bricks stronger still. Stacking makes something stronger. It makes ...
You can’t create the maximum value for your clients without taking risks.
My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to ...
I really hope you didn’t miss yesterday’s newsletter. Yesterday’s newsletter was about how you can justify your higher ...
There is no greater value subtractor than a salesperson who is unprepared to create value through the buying cycle. Being ...
Your inbox is the place where other people’s priorities live.
There is a difference between negotiating and defending your price. What they have in common is that there is a potential ...
Better Product: My product sucks. Everybody else has better stuff. Can you imagine how much easier it would be to sell if ...
Not so long ago, call it right after World War II, a bargain was struck. You would trade 47 years of your life for a salary, ...
