If you aren’t producing the results you want right now, it’s because you didn’t do the work you needed to do some time ago. One of the fundamental laws of our Universe is that you plant in spring and you harvest in fall. Not to plant in the spring means later having nothing ...
I found this picture on Google + yesterday morning. I sent this post to my newsletter group yesterday. The response was so ...
You are your own very unique value proposition. You are the wedge between your dream client buying from you and your company ...
Failing in some endeavor doesn’t mean that you are a failure. It simply means that you failed at something. Look at any ...
What are you willing to change in order to achieve the results that you want? What would make you the very best version of ...
The prevailing wisdom has always been that you work to get in at the top of your dream client’s organizational chart and ...
The demands of the sales organization are many. Often too many.
There are some buyers with a systemically high resistance to what you sell. No matter how great your offering, they aren’t ...
We humans sometimes try to rationalize away the fundamentals of good sales practices with specious arguments like “You don’t ...
The most important work you do requires your full, undivided, and focused attention. That work is what produces the real ...
May I have your attention, please?
A salesperson I was speaking with stopped short of saying that she was going to rehearse for an important call she needed to ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
You had every intention of getting up early so you could do the things you really need to do to be successful and happy. ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
My Uncle Frankie was killed in Viet Nam shortly after I was born. He was the fourth of my Grandmother’s five children, five ...
It’s difficult to deal with negative co-workers. You can get roped into commiserating, even when you are not by nature ...
I write a lot about the complex sale. Selling well is difficult, and it is only getting more challenging. Deals are more ...
Today my friend Chris wrote this piece on his blog. Some guys like the ones in this video ripped off my uncle. He didn’t ...
Email is a magnificent communication tool—but not in all circumstances. Many conversations call for different—and ...
If you believe that even 1% of your failure to produce the results that you want is someone else’s fault, you will never be ...
