What Will You Change in 2022?

What Will You Change in 2022?

I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to take a full account of the past year, avoiding the tendency to focus just on the difficulties or just on your accomplishments and good luck. Your 2021 ...

The Nature of Effort and Your Results

We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...

Reflecting on 2021

This is my last Sunday Newsletter of 2021.

3 Prospecting Principles: Avoiding Bad Prospecting Approaches

The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...

You Are Still the Value Proposition

Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...

Fighting the Last War in Sales

“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki

Cold Calling Examples: 3 Best Scripts

Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...

Hedge Your Bets: The Secret to Hitting Your Sales Targets

One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...

Giving Your Client Their Autonomy

One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...

Why Check Box Sales Training Doesn’t Work

There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...
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