The first problem with giving an ultimatum is that it can be accepted. You may believe that you have the power in a negotiation. You might believe that that power can be exercised by giving the other party an ultimatum. But giving an ultimatum allows for the other party’s ...
Every interaction with your clients (and dream clients) counts. It all matters.
I just spoke to a group of people learning to master the digital channels. I opened by asking for a show of hands as to who ...
Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.”
Ever wonder what you get when you sign up for my Sunday newsletter? It’s rare that I ever use a newsletter for a blog post, ...
You want revenue growth? You want to make your goals? Here are your three imperatives.
Today we hear from David and Marhnelle Hibbard. Their formula for reaching decision makers and getting through to almost ...
You must upsell your clients.
It is easy to sell when the economy is booming. When things are going well for everyone, you are selling into a target rich ...
One of the reasons people don’t invest in themselves is because they really don’t understand the enormous return on that ...
Why aren’t you making major progress on your most important goals? It’s not because you don’t know what needs to be done. ...
I like to support local businesses. To that end, for the last 10 years I’ve used a local dry cleaner. They’re a very small ...
The martial artist practices their form, their kata, thousands of times. They rehearse each movement, perfecting it, ...
It’s a universal truth that you never reap what you haven’t sown. You have to plant seeds.
The impact technological change is having on the way our society works is incalculable. It’s impacting everything from ...
Do you look for a job in sales the same way that you sell?
Prospecting isn’t an event. Prospecting isn’t something that you do one time in an attempt to open an opportunity in a ...
You don’t have to know how electricity works in order to use it. You just have to know how to turn on or off whatever ...
You don’t always need access to the highest levels of your dream client to make a deal. You don’t necessarily need access to ...
It’s okay to want a deal. It’s not okay to need a deal.
Mark writes, “Can you write on the ‘How-to’s’ of hiring great sales managers, setting expectations, compensation packages, ...
