Your pipeline looks rock solid. You’ve got five clients working their way towards a close. Even though you’re never absolutely certain you will win all of them, your confidence is high that you will win each of them. So your working your deals, as you should be.
Fast is slow. Slow is fast.
It doesn’t matter who wins the Presidency of the United States. Your personal leadership counts for a lot more than who ...
In an acting class I am taking, we were given an exercise to ruin the scene we were assigned. The object was to get out of ...
Some of us have the same year over and over again. We have a lot of experiences, and we have a lot of learning opportunities ...
The big magic in self-discipline is that it gives you the ability to delay gratification. We are pleasure-seeking, pain ...
Sometimes the reason your dream client says no is because you haven’t done what’s necessary for them to say yes. Your job in ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
There aren’t a great many things more precious than your labor. You spend much of your time working. In fact, you spend a ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
One of the primary reasons salespeople produce sporadic results is because their actions are equally sporadic. Their effort ...
Tom writes: “I am 25 years old and sometimes feel as though I am not perceived as a peer to the business owners to whom I ...
Sometimes it takes a massive change to produce better sales results. It might take a major overhaul of what you do and how ...
If you’ve ever had a great leader, mentor, or coach, you know just how valuable that experience can be in shaping your ...
I’ve been thinking a lot about the value of relationships and the high cost of maintaining those relationships.
The Sales Blog Mailbag always brings interesting requests for blog posts. A recent request asked how best to resign from a ...
Your sales numbers tell a story. Your numbers paint a picture of what you believe, as well as the actions you take based on ...
More and more people are working from home these days, and this includes salespeople. There are definite advantages to ...
I am writing to—and about—salespeople here. But this idea could apply to anyone in any line of work. I know salespeople. I ...
I am disciplined in my thoughts and my actions, keeping the commitments I make to myself and to others. I am optimistic, ...
This past weekend I stayed at a nice, expensive hotel in Washington, DC. I called to have the valet bring up my car so I ...