You might be overly concerned with selling to the C-suite. & c suite meaning Authority used to reside in fewer people. Now decisions are more and more made by consensus. The elevator from the ground floor passes through every floor on its way to the Executive Suite. And ...
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 ...
A lot of companies need to be more profitable. They struggle to capture some of the value that they create. So they take ...
I dare you to write down everything you do and the amount of time you spend doing it for three days.
It’s difficult to overthrow the status quo. People don’t change without good reason. The kind of gaps that give rise to ...
As a salesperson, you own the outcomes you sell. You are accountable for the results that you promise. But being accountable ...
It’s easier to be a critic than it is to be a creator. The critic has only to find fault. They believe that the value that ...
One of the most influential authors in the business realm in recent years is Dan Pink. His books, “Free Agent Nation,” “The ...
“Hooray! We can have the business if we match their existing supplier’s price.”
