Selling well requires that you ask for–and gain–commitments. We move from one commitment to the next commitment, from target to close. If you’re going to gain those commitments, you’re going to have to ask for them. Here’s how to get better at asking.
I recently found this quote. It won’t mean much to anyone other than romantics and salespeople. But it will resonate with ...
Listen, I know you want to be impartial. I know you want to be consultative. I know that you want to come across as the ...
If your calendar for the week is essentially empty at this point on a Sunday night, you’re prepared to be reactive instead ...
Imagine an American football team. Now imagine that team starting a football game with only nine players on the field. It ...
You can stop chasing the bottom now. You found it.
A few days ago, Gerhard and I were talking about the differences between B2B and B2C sales. I noted that one of the major ...
My good friend, Chris Brogan, is a master meme creator. Each year on January 1, Chris chooses three words that make up his ...
It’s a funny thing the way our little corner of the universe is organized. Each day the earth makes one complete revolution ...
I learned a lot about negotiation at Harvard Business School. I took classes from Max Bazerman (for my money, the best in ...
Business-to-business sales are different from business-to-consumer sales.
Do you want to know how your clients are doing? Want to know what’s working for them, what’s not working for them, and what ...
Losing an opportunity is a form of negative feedback. Missing your number is a form of negative feedback too. Sometimes your ...
Tonight I am most grateful for time with my family and good friends. Even though four separate Christmas celebrations in 48 ...
This morning, Amazon.com recommended that I buy a book by a British pick up artist. Now I have a rather eclectic taste in ...
The other day I spoke to my Toastmasters club. Usually when you speak, you don’t serve any other roles, especially in a club ...
You won accounts this year that you expected to help you put up big numbers. You have the ability to generate massive value ...
I know that no matter how well you did this year, you want to perform better next year. If this year was your best year ...
