Most salespeople believe that they have the greatest ability to sell and to influence a deal in their direction during their final presentation. Simply put, they are wrong. The time that you have the best opportunity to really sell and to really advance your opportunity is ...
There aren’t many things that come easier to a sales manager than being frustrated with their sales team’s results. Sales ...
At some point in the sales process—especially if there is a competition—you are going to make a presentation to your dream ...
You must respect your competition, but that doesn’t mean you have to fear them. Even if they are bigger, and even if you ...
No matter how good your product or service, no matter how excited you are about it, no matter how much you believe—and you ...
The game of sales is as much art as it is science. But that doesn’t mean that there aren’t rules that apply and that need to ...
Much of what I have written here is about competition and winning in sales. Much of the time we find ourselves competing ...
Before you can win any deal, you first have to get in. That means prospecting, finding the right contact, and then having ...
A pint of sweat saves a gallon of blood. –General George S. Patton I don’t believe that activity by itself is enough to ...
Sales is a blood sport. It is a zero sum game; somebody wins and somebody loses. Because this is true, it is easy to lose ...
The only cancer that is spreads by contact is negativity. Negativity is a communicable disease. Fortunately, you can ...
There are some things about sales that are difficult to explain. Sometimes, even though there may be no way to prove that ...
One of the primary reasons salespeople fail to gain the time and attention of C-level executives is because they lack the ...
There is no to end to the non-sales related tasks that vie for your time and attention. To succeed, you must take inventory ...
Opportunities with your dream clients, the real prospects for who you can do breath-taking and jaw-dropping work, are too ...
When you do your win-loss analysis, you look at the list of companies that you competed against, sometimes winning, ...
You asked your dream client for something you need to win the deal and to deliver for them should you win. Your dream client ...
Getting in with your dream client can sometimes be the most difficult part of any deal. To get in, you may lower the ...
Many of the metrics that salespeople and businesspeople track aren’t very useful. Many of them that seem meaningful don’t ...
Paul McCord at McCord Training has just released his new book Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your ...
Yesterday I wrote a post about the difference between show horses and plow horses. The show horse believes the sale is made ...
