A newborn lion cub can’t take care of itself. For the first year of its life, its mother, and other female members of the pride, take care of the lion cub’s needs. But after a year, a lion cub knows how to be a lion. Everything that a lion needs to know is built into it. It ...
Admit to yourself that the fact that you can create value for other people doesn’t mean that you must always say “yes” to ...
Have you ever been in a competitive situation where your price is raised before there is a discussion about you having been ...
Since December 28, 2009, I have written 1,000,000 words here at The Sales Blog. If the average book is 60,000 words, I have ...
If you are a parent of two or more children and treat all of them the same, you are abusing some of them. Your children are ...
The most important question you are ever going to ask yourself when hiring a salesperson is this: “Is the right person for ...
It isn’t as easy to sell as it once was. You used to need a few attributes and skills. If you had those attributes and ...
From time to time it can be good to bring the sales force together for a massive, all-out prospecting assault. There’s ...
Your fancy day timer binder can’t help you manage your time. The time management classes you took can’t help you either ...
There have been 297 post-conviction DNA exonerations in the United States. Seventeen of these people were sentenced to die ...
Oh, your dream client gave you their business all right. But that doesn’t mean you didn’t really lose on price. You can win ...
You ask your salespeople to accomplish a lot. What you ask of them requires much of them personally and professionally. ...
Some organizations train their buyers to negotiate more than once, each time taking more and more out of the deal. These ...
Are you the hero in your pitch? Or is your client the hero?
You’ve heard that relationship selling is dead. It isn’t. And because we are human beings, relationships aren’t going ...
The foundational attribute all successful people share is self-discipline. It is their self-discipline that allows them to ...
You can travel along in a straight line your whole life. You never have the breakout results you want. You never have really ...
Do you have the same religious beliefs as your parents? How about your political beliefs? Do you share most of your beliefs ...
All of you are perfect just as you are and you could use a little improvement. Shunryu Suzuki-roshi (1905 – 1971) Most of ...
I was recently copied on an email from a purchasing manager to one of his internal clients. The purchasing manager’s ...
The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t ...
