Today I spoke with Alex Warr at Relevance, Inc. Alex is just beginning to build a plan to improve his personal sales skills and abilities. He has taken the initiative to lead his company’s sales efforts himself, and he took the initiative to start looking for ways to ...
There are four levels of value creation. The lowest level, level one, is to have a great product. A level up from there, ...
It’s easy to get emotionally invested in an opportunity. One of the results of being so deeply engaged in pursuing your ...
Your dream client is waiting for you to nurture the relationships within their company and to build the trust that will ...
I’ve spent a lot of time thinking about, writing about, speaking about, and working on how to move from a transactional, low ...
The universe is set up so that every day is a do-over. All you have to do is decide to change, and you can change in that ...
It’s easy to get trapped in a transactional relationship with your dream client when you should have one that is deeper and ...
Sales calls can feel like a lot of work. You can run into prospective clients that are skeptical and need to be convinced ...
I think that Samuel Johnson wrote the oft-quoted sentiment like this: “Depend upon it, sir, when a man knows he is to be ...
Who does your client need you to be? Answering these questions from your dream client’s perspective will help you?
Salespeople that sell products can get all wrapped up in believing that because their product is the very best that they ...
Some people are born with natural leadership abilities. They believe that they can make a difference, and they are willing ...
I had coffee with a client last week, and he told me this story. It’s true, and the lesson is worth the price of admission.
A commenter on LinkedIn questioned my assertion that the first metric is, and should be, new opened opportunities. He ...
When pursuing opportunities with your dream clients, you spend time learning. You learn about their business. You discover ...
You need someone to hold you accountable for producing results. That someone needs to be on your back night and day, asking ...
It’s sometimes tough to understand the decisions that leaders make. The big decisions, the really important ones, are never ...
So, you’ve worked at your present company for another year. You’ve served your time, and now you believe you are entitled to ...
Sales can be an unforgiving endeavor. If you don’t do what you are supposed to do, when you are supposed to do it, as well ...
If there is only one activity that you can take to immediately improve your sales results, it is prospecting.
There is nothing more exceptional and powerful than the human mind. There is nothing like it in our known universe. It seeks ...
