There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now equal when it comes to ...
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is ...
We have now left the linear world As a publisher of a very successful magazine that has now lost much of its revenue to the ...
Is it because you believe that the fact that you made a cold call to a prospect you are entitled to a call back?
I just listened to a voicemail from a salesperson. She said she wanted to invite me to a conference that I would “absolutely ...
Do your actions match your stated beliefs? Is what you do congruent with what you say you believe?
Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. ...
You might be overly concerned with selling to the C-suite. & c suite meaning Authority used to reside in fewer people. ...
It doesn’t matter that you failed. It doesn’t matter that you lost the client, lost the opportunity, or lost the job. It ...
Your worst enemies are right now conspiring against you. It’s true. They’re out to get you. Worse still, there are more of ...
In a world where technology is moving things forward rapidly, one of the things that will help you differentiate yourself ...
Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by ...
It’s a small choice to spend time in your email. It’s an even smaller choice to leave your email open all day, every day.
Each year the President of the United States reports to Congress—and the American people—on how the nation is doing. The ...
For some reason I was reminded today of the very first formal sale training I ever received. I was 24 years old. I was the ...
Sometimes success requires that you work harder. But the fact that you are working hard doesn’t mean you’re necessarily ...
You want certainty. You want to know that what you are doing is working now and will continue to work in the future. What ...
Many people aren’t living the life they really want to live. They aren’t doing what they want to do, and they aren’t being ...
Not only was he one of the original employees at Apple computer comma guy has taken his insights and skills to the highest ...
You research your prospective clients before you call them. You research them before you actually make a sales call, too ...
You think you need your power sponsor to agree that you are the best person to add to their management team, that your ...
