In my experience, when salespeople give themselves all zeros (or all tens) on every category of a competency model, their actual level is closer to a four or five, sometimes even lower. Conversely, those who give themselves reasonable scores—say, a six or seven average with ...
You might use a lot of different insights to help your clients and your prospects make better decisions about their business ...
At the moment of your birth, you were given a life. You didn’t ask for one, nor were you aware of your rights or your ...
Any serious writer has to be willing to accept that their search for what is true will always alienate those who prefer to ...
Never before have more distractions vied for your limited time and attention. Your computer and your poorly-named ...
Your dream client is trying to solve a persistent challenge or embark on some new initiative that they believe is critical ...
There is a path from good to great in sales. It isn’t always an easy journey, since it requires that you grow and improve ...
It’s easy to love winning a deal, especially if you happen to be naturally competitive. You acquire a new client, your ...
A friend asked me to describe to him exactly how selling works. To answer the question, we do need to look at how a very ...
Everything starts with your mindset, what you believe, and how you frame the things you experience. Many years ago, I was ...
In one of Napoleon Hill’s books, perhaps Think and Grow Rich, there is a cartoon of a man standing in front of a ...
I rarely write about current affairs. I prefer to write about ideas that I believe will stand the test of time, work that ...
If you possess only this one thing, you have everything you need to be grateful. The one thing that provides you what you ...
Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven ...
Both buying and selling are becoming increasingly difficult, especially when decision-makers and decision-shapers must ...
Every so often, a salesperson sends me an email to admit that they have waited too long to reach out to their clients. They ...
You’ll always feel some trepidation when your company asks you to sell a new solution, especially one that hasn’t been ...
I have resisted writing about COVID-19 and our global pandemic for quite some time, as it already dominates the 24-hour news ...
I long ago gave up on trying to help people understand the superiority of cold calling over any other form of cold outreach. ...
Improving your sales results means helping your prospective clients in a more meaningful way, a way that is more valuable to ...
After I wrote a post on order-takers, a reader asked whether I believed that all workers with certain titles qualified as ...
