Today is the future you thought about in the past. It probably arrived sooner than you expected—that’s the nature of time—and you probably aren’t as ready for it as you thought you’d be. Because our experience has taught us to believe there is always a tomorrow, we easily ...
What do increased opportunities, increased salesperson retention, and increased team confidence have in common? They’re all ...
How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change ...
To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for ...
To improve your sales results, you may have heard, stop trying to sell your drill—instead, sell the hole your drill creates.
Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, ...
The dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our ...
The phone is a dying sales tool. Not really, but if you read one of the many think pieces that have come out on the subject ...
I spend a lot of time writing about sales, but it's important to remember that your mindset and well-being are the most ...
Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category ...
What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is ...
When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing ...
The legacy approach most salespeople still use focuses on asking prospective clients about their problems. Some believe each ...
We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and ...
The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new ...
Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch ...
You are a modern leader, one smart enough to engage your team, improving their plan by allowing others to contribute to ...
A long time ago, I formulated a rule for prospecting—the Trading Value Rule—that extends far beyond acquiring a meeting with ...
In the article linked below, Brent Adamson, VP of Gartner, offers you a view into the changing world of sales and marketing ...
In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you ...
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% ...
