Many of the metrics that salespeople and businesspeople track aren’t very useful. Many of them that seem meaningful don’t tell you much of anything, and most are worthless without a whole lot of context. Even with so much lacking, I love metrics and, when the right metrics ...
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 ...
It bears repeating: “ . . . a salesperson should never judge themselves by how well they do in the boardroom fielding the ...
If you can help it (and you usually can), you don’t want to wait until the end of the sales cycle to begin trying to do all ...
No matter how good you are you will lose some deals. You will lose opportunities that you should easily have won, and this ...
The evidence is there, if you look for it.
Whatever you will achieve, you will achieve with the help of a lot of other people. Whatever you have achieved, you have ...
There is one thing more than any other that has the ability to dramatically improve your sales results. That one thing is ...
Salespeople—like all other groups of people—lie to themselves. You can call it rationalizing, if it makes you feel better. ...
John Spence, the author of Awesomely Simple, sent me an email today to share with me his latest blog post. For the past 20 ...
There is a certain variety of territory dispute that is troubling for a whole host of reasons.
Your fiercest competitor isn’t the biggest company you compete against for your dream clients.
You nurtured the relationship, you cold called your dream client and made an appointment, you diagnosed their needs, you ...
You need what you need to win the opportunity with your dream client. You know that to get what you need, you have to ask. ...
To fight above your weight class, you have to believe and you have to take actions based on that belief. There are three ...
Many of the companies that you compete with are bigger than your company. They have more locations than your company, they ...
Salespeople are optimistic by nature. They have to be; if they weren’t optimistic they could never succeed at a job where ...
You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or ...
In complex business-to-business sales, there are times when there is little activity on an opportunity and little ...
There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople ...
