There was a time when knowledge was power. Knowledge was power because so few had it and because so little was known by anyone. Then knowledge was power because so few had access to education, to facts, and to information. And then wisdom is power because it was hard to ...
In the game of football, if everything goes perfectly, almost every offensive play is designed to score a touchdown. This is ...
My list of success attributes numbers eleven. It will soon number twelve, with the addition of Adaptability. I have had ...
Two kinds of people hate to be micromanaged.
For some time, I have struggled with sales processes. I love the big timeless principles, but too often they ignore the fact ...
For solid couple months I have written here about some of the attributes and skill sets that are required to succeed in ...
I have written here on numerous occasions that I am an avowed sales process agnostic. It is, in part anyway, hyperbole. I ...
I used to really like the term “trusted advisor.” It used to seem like a nice term to capture some of the behaviors and ...
Last week I received an email from a friend of The Sales Blog. He is a consistent reader and sent me his comments about ...
Everyone knows that the top 20% of salespeople generate 80% of the results. This is a surefire plan to not be bothered with ...
Sales is absolutely getting too soft. That’s because salespeople are getting too soft. It is our fault, and it has reached ...
This is the 11th attribute in the foundational success attributes and skill sets.
1. Move From Products and Solutions to Outcomes The first way to improve your ability to achieve outcomes and real results ...
1. Read and Study Leadership Leadership is a complex array of skills and attributes. There are as many definitions as there ...
1. Identify and Build the Team In many cases, salespeople lose more deals to the prospect deciding to take no action than ...
This post isn’t about tactics. There are excellent books on negotiating tactics, including Getting to Yes, by Roger Fisher ...
1. Collect Great Stories One of the first ways to become a better storyteller is to collect great stories. Your life, ...
1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the ...
To sales diagnostics in sales is to be able to discover the root cause of your client’s business problem or challenge. It is ...
As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for ...
I wrote a post for my friend, The Naked Redhead (that’s the name of her blog. really). It is called Why You Must Kill Your ...
