I remember how my old man “taught” me to swim. He launched me into the deep end of the swimming pool. I think I was four years old. I replaced the water I was taking in through my mouth and nose with tears as I struggled to tread water. By the time I paddled over to the ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Big Data is all the rage. And with good reason, too. There is so much data being created, captured, sorted, sifted through, ...
Some salespeople have more clients. They have more prospects, too. They make more money, and they get more than their fair ...
Those of us that are nerdy enough to write posts like this are really writing them for ourselves. But there are some ...
Selling well requires that you ask for–and gain–commitments. We move from one commitment to the next commitment, from target ...
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 ...
