For months, and in some cases years, candidates for the Presidency that seek their party’s nomination crisscross Iowa to make their case. They go directly to their potential supporters. They are making a very big, very complex sale to a massive group of stakeholders, none ...
Nothing gets us much negative feedback as a post suggesting that cold calling is still necessary and still effective. But if ...
I sometimes cringe when I hear salespeople say things like: “I carry the flag for my company,” or “I support everything we ...
There is no such thing as “time management.” There is only “me management.” All you can really manage is how to invest the ...
One of the many forces that has changed the way people and companies buy is the availability of information. There is more ...
It’s over. Next week, we start over. It’s a new game (or it could be, anyway), and a new season. Before we get started, how ...
You aren’t everyone’s cup of tea. There are some people with whom you just won’t click. And there are some people that are ...
Last week I had a lunch with a new salesperson. This is his first real job, and his first job in sales. I asked him about ...
“You can’t succeed without following your sales process.”
We are all busier than we have ever been. We are being asked to produce greater results with fewer resources. We are also ...
Merry Christmas and Happy Holidays!
File this under “staying out of operations.”
A couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
There are two sets of problems that salespeople face in producing results. Salespeople get the two sets of problems ...
Your sales results are the consequence of the choices you make. There are three fundamental choices that determine your ...
There is really only one motivational speaker that can help you produce better results and live a happy and fulfilled life.
The quality of your workweek and your effectiveness is determined by the questions that you ask yourself—or fail to ask ...
Some salespeople are fearful to ask their prospective dream clients how much they spend in their category early in the sales ...
Last night I had the terrible misfortune of flying home while sitting across the aisle from two women who were “talking.” ...
You are thinking about next years goals, right? All you have to do is make three lists. That should be easy enough, right?
