You’ve heard that relationship selling is dead. It isn’t. And because we are human beings, relationships aren’t going anywhere, even if that doesn’t mean that our business relationships aren’t going to include some economic value creating component.
The foundational attribute all successful people share is self-discipline. It is their self-discipline that allows them to ...
You can travel along in a straight line your whole life. You never have the breakout results you want. You never have really ...
Do you have the same religious beliefs as your parents? How about your political beliefs? Do you share most of your beliefs ...
All of you are perfect just as you are and you could use a little improvement. Shunryu Suzuki-roshi (1905 – 1971) Most of ...
I was recently copied on an email from a purchasing manager to one of his internal clients. The purchasing manager’s ...
The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t ...
Are you still running the old You 1.0 operating system? Does your operating system need an upgrade to the You 2.0 operating ...
It’s easy to get hooked on urgency. You pride yourself on being super-responsive. When someone calls, you answer. When the ...
If the amount of value that you create is more than would reasonably be expected of you, then go ahead and be an ...
“This client could be huge! If they win the contract they’re competing for, they would need to spend a massive amount of ...
There are dozens of tasks and activities that dominate a sales manager’s day. There is no doubt that the sales manager’s job ...
The great Aikido master, Ikeda Sensei, says: “Aikido works. My aikido works. Your aikido may not work.”
Do you want what you want so much that you will get up in the lonely hours of the morning to work on it? Are you willing to ...
It can be difficult to tell whether your prospects and dream clients are price-driven or results-driven. You want to spend ...
Want to know why your dream client is deep into their buying process when they decide to explore working with a new partner?
You are a brand. You’re “Brand You!”
You should hope the salespeople you compete against believe the big lie that relationship selling is dead. You should hope ...
Tonight a telemarketer called my Mom’s house. The telemarketer began the call with this: “Can I please speak to the male ...
From the mailbag: “How do you do collections while still trying to build relationships?”
I know that you love your opportunity. You’ve had this opportunity for a long, long time. You were thrilled when you got it, ...
