It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they were interchangeable. However, precision creates clarity, and the more specific the word, the greater the understanding.
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 ...
This is my last Sunday Newsletter of 2021.
The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...
Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...
“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki
Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...
One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...
One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...
There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...
Here in Columbus, you are required to support the Ohio State Buckeyes football team, for the same reason being born in Rome ...
Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...
