Most people have more contacts and fewer friends. We know more people without knowing anything beyond what we see on social media. Some people may recognize your face on LinkedIn without you ever having met them in real life. Recently, I found an article suggesting that it ...
If you want to achieve personal growth and success, you will have to leave certain things behind. You may be carrying ...
Discover the transformative power of shared learning in sales through an innovative book club.
Every company must have a model they believe allows them to win clients. Once they decide how they are going to market ...
By now, you might have noticed that something has changed in B2B sales. If you are not already aware of the changes in our ...
"No one wants your drill." Harsh, but it was the honest feedback I gave a cold caller. Here's the shift B2B sales needs to ...
Discover how the B2B sales landscape has evolved and why businesses must adapt to these changes to thrive. From building ...
Try as you may, you will never be able to manage time. No matter what you do, or what you fail to do, time ticks on with no ...
We spend a lot of our time trying to find an easier way to do things, but there are certain things that are not subject to ...
Much of what you read here involves sales strategies designed to help you win your dream clients. These strategies are also ...
There is a certain type of person we can call a non-believer. This person is something more than skeptical, bordering on ...
Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that older approaches were ...
There is a logic to identifying and pursuing 60 dream clients. These 60 clients already buy what you sell; in fact, some of ...
We are pro-salesperson. We want you to succeed in B2B sales, which requires you to have a high sales status in your client’s ...
It is common for large, mature sales organizations to have several salespeople who once acquired new logos, but haven’t ...
One of the differences between the legacy and modern approaches to sales is the type of information they utilize, as well as ...
Navigating the world of strategic selling comes with its unique set of challenges. For those dedicated to mastering ...
One client answered the call on speakerphone. He wanted to give me the experience he had every day. I wasn’t prepared to ...
Over time, the strategies, and tactics we use tend to lose their effectiveness. This doesn’t mean that the older approaches ...
Once, a friend invited me to a fundraising event for a politician. There were hundreds of people all vying for the ...
If you want to know what the future looks like, you look for futurists that study demographics and geography. The first book ...