The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are ...
Clients are demanding. They want what they want. Sometimes it feels as if they expect everything to be perfect, even when ...
You may not know it, but your sales manager knows when you are working and when you aren’t. And, she doesn’t even need to ...
To succeed in sales, you have to know the outcome that you want from the actions you are taking, and you have to have a ...
There are some positions for which a commission-only structure makes sense. There are some salespeople for whom a ...
The question as to what makes you and your company different is either the easiest question in the world to answer, or it is ...
The Internet—and blogs, in particular—thrive on hyperbole (something of which I am fully and completely aware); it drives ...
When I received my first real job in sales, I was already selling when I was scheduled to attend sales training. I remember ...
Sales is a team sport. Even if you make most of your sales calls alone, there is a small army behind you that you are ...
Being the incumbent comes with many advantages. If your relationships are as strong as they should be, you’ll have the ...
The opportunity isn’t really an opportunity. Looking at it, it looks like something that should have mercilessly ...
Salespeople sometimes make too much of their sales process, sales managers make too little of it. While a good sales process ...
Most reasonably constructed sales processes are effective enough if followed. There are some sales processes that are less ...
It came down to a competition, and you were, sadly, bested. Your dream client has told you that you were the runner up. What ...
If there is no gap between your dream client’s present state and their ideal state, they are not dissatisfied. If they are ...
Reading The Bed of Procrustes: Philosophical and Practical Aphorisms by Nassim Nicholas Taleb (affiliate link), as well as ...
More than once I have been told that much of I write is already known. I vehemently reject that statement! I only write ...
Very, very early in my career, I was given a cold calling script. It was written on index cards, and the index cards were ...
Down deep, I am a blocking and tackling guy. You do everything you can to play the game as well as you possibly can, and you ...
It’s your first Monday back after the holiday, and it’s the start of a brand new year. Is this year going to be a repeat of ...
