On May 6, 1954, Roger Bannister ran the first sub-four minute mile. Before he ran a mile in 3 minutes and 59.4 seconds, the four-minute was believed to be impossible. Two months later, Roger Bannister again ran a sub-four minute mile, this time with John Landy running a ...
Fire was the primary source of light for a long, long time. In its crudest form, fire also produced heat for long time. ...
It’s important to have a meeting rhythm. It’s important to hold your salespeople accountable to their commitments and for ...
A few weeks ago I came across this infographic. It isn’t an infographic as much as it is some statistics about how much cash ...
I am continually amazed at how much of a difference willingness and effort count for in a salesperson’s results. Let’s take ...
You have done all of the work in front of your opportunity. You have paid in advance for the deal by creating value and ...
Football provides a wonderful metaphor for sales.
As a native of Columbus, Ohio, I have been fascinated by the stories about The Ohio State Buckeye’s new head coach, Urban ...
I am at the National Speaker’s Association conference in Dallas, Texas. Yesterday I had a chance to meet the legendary Brian ...
There is a reason that an outside coach can often be more effective than a sales manager that coaches their sales team. The ...
I was recently asked what the curriculum for sales coaching might include for a salesperson. It’s a tough question to ...
A few days ago I wrote a post about how to deal with haters and trolls. I wrote the post for my younger brother, and he ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Most of the time that we spend looking for opportunities is spent in two segments of our competitor’s loyalty continuum. We ...
There are countless ways that you can classify your clients and prospects. While you should never pretend that any client is ...
Have you ever had a prospective client who convinced you through their words and their actions that they were ready to move ...
If you are going to exert the effort to go and win a client, why not put forth a little more effort and win the whole ...
Your brand new client is upset. Your team is having trouble executing. They aren’t getting the results that they need, and ...
It’s okay to lose on price. It’s okay—and it’s necessary—to walk away from business where you will lose money. Your ...
It’s easy to look at other sales organizations and believe that they have advantages that you don’t have. This is especially ...
