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Don’t Be Overconfident

Don’t Be Overconfident

You know that you are better than your competitor; you’re confident in your ability to create more value for your dream client. You know that your ideas are better.

Relationship Selling Is Dead (Redux)

Some people (mistakenly) believe that relationship selling is dead. Some (mistakenly) believe that the only thing that ...

Let’s Go To the Video II

Today I was a panelist at my friend Gerhard Gschwandtner’s Sales 2.0 conference. It’s a great conference; you should attend ...

What We Can’t Measure

Did you create value during that sales call? How much value exactly? What was your dream client’s perception of the value ...

On Science and Sales

When something is a science it comports with the scientific method. This means that you can prove that something is always ...
Information Disparity 2-part video series

The Only Two Business Strategies

There are really only two business strategies: caring and not caring.

The Spiritual Leader of the Sales Force

Every sales organization has a spiritual sales leader.

Who Is Writing Your Story?

You are writing the story of your life. You are the author and protagonist. You’re the one making the decisions; you decide ...

Why Your Guest Post Fails

I know a lot of people firmly believe that you can–and should–increase your web presence by finding other people with a ...
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The Hustler’s Workweek

Hustlers don’t work a standard 40 hour workweek.

They Are Not You (A Note to the Sales Leader)

You were a great salesperson. You were truly special. Selling came easy to you.

You Have Nothing to Fear But

My life has been filled with terrible misfortunes–most of which never happened. –Mark Twain Your mind has an amazing ability ...

Brian Sheehan on Why Love Works in the Sales Process – Episode #21

In a day when we are repeatedly told that people are buying products based on financial value and economy, it’s a strange ...
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Your Client’s Value Lens

Your dream client views the world through their own lens. They see the world through the framework of their industry, their ...

Burning Brightly Still

The human spirit desires liberty. Everyone, everywhere in the world, should have what the human spirit desires most of all.

The Tools Are Amplifiers

Why do the fundamentals of good selling come before social tools and social selling? Because the new tools are amplifiers. ...

Ice and Eskimos

In the old days, to describe someone with sales skills people would say things like “He could sell ice to an eskimo.” That ...
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Price and Mutually Assured Destruction

During the Cold War, the United States and the Soviet Union both built massive nuclear arsenals. Both built nuclear ...

A Poor Customer Experience and an Even Poorer Apology

I asked the gentleman walking by, “Are you the manager?” He replied in the affirmative.

Four Reasons Your Sales Force Is Unprepared to Create Value

Value is the killer app in sales. Without it, you are relegated to competing on price. Here’s why your sales force is ...

Video: Don’t Compete on Price

If price isn’t your business model, if it’s not your value proposition, then you’re not competing on price. If you have ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales