Sales calls can feel like a lot of work. You can run into prospective clients that are skeptical and need to be convinced that you can help them with their problems. Some prospects are even adversarial, forcing you to work very hard to try to win them as a client (something ...
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 ...
Email has become the preferred method for all kinds of communication. In sales, our clients and prospective clients want us ...
The value that you create for stakeholders at varying levels within your dream client company need to address their specific ...
Have you ever been confronted with an objection or a concern that you could not resolve effectively no matter what you ...
Organizations that adapt and thrive ask themselves the tough questions. They are confrontational with each other, but not in ...
Pipeline reviews often reveal a salesperson’s optimism and their strong desire to make their number. Many pipeline reviews ...
Sometimes you run across an issue that, if not resolved, will likely kill your opportunity. It’s easy to want to avoid ...
Whenever I have the opportunity to visit a city, I try to put together a dinner for a small group of people that I know only ...
