Of all the ways to lose a deal, the most reliable is to project a self-orientation. When your client feels that your motivation is limited to transferring their money to your wallet, with a brief stopover in your company’s checking account, they’re all but certain to ...
There are four metrics we commonly track in sales to measure progress toward our goals: number of opportunities, average ...
"Well, in our country," said Alice, still panting a little, "you'd generally get to somewhere else—if you run very fast for ...
Welcome to the first newsletter of 2022. If you are a sales leader, a sales manager, a salesperson, or in some other role ...
Can you put a dollar value on switching from an ineffective (or even absent) sales process to an effective one? According to ...
At the beginning of a new year, many people make resolutions and set new goals for themselves. Everyone starts with good ...
For many years, I have borrowed a practice from Chris Brogan: theming each year by using three words to provide clarity and ...
The 10 Most Common Sales Mistakes Outdated Sales Approaches: There is nothing more harmful to your sales results than ...
One reason sales organizations fail to reach their goals is because they lack opportunities. Sure, their pipeline meetings ...
Your experience on earth is largely about how you frame things that occur around you. How you choose to interpret and ...
It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they ...
There are only two reasons a salesperson or sales force might have poor sales results. Improving these results requires that ...
There's no earthly way of knowing Which direction they are going! There's no knowing where they're rowing, Or which way the ...
Learning Like Napoleon When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on ...
Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of ...
Every great sales force is built on a positive culture of accountability. Many common sales problems, such as too few ...
Your prospective client agreeing to a meeting is a gift, one you should never take for granted. Agreeing to a meeting means ...
There are things we value enough to find them precious (like that one ring), making them dear to us, if only in some ...
As we wrap up a second pandemic year and begin a third one, it's worth a moment or two to reflect on the world in which we ...
I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to ...
We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...
