The value your clients need from you is part of a hierarchy—a ranking of things. Your role in consulting your clients includes understanding their version of the value hierarchy, as well as knowing how and when to modify it to help them produce better results.
The commitment to inputs is more powerful than your commitment to outputs. You never realize the outcomes you want by ...
Back when I worked for a very small company, I was invited to a meeting with one of my prospective clients. They invited my ...
If you were given the chance to do last week over, would you? Would it be worth living that week over again? More to the ...
Converting a contact from a lead to a prospective client is a critical sales practice, as is converting a prospective client ...
There is a decision that a good many salespeople make that harms their results, causes them to fail to reach their goals, ...
Every salesperson loses some deals. No one wins one hundred percent of the opportunities they pursue, even though they ...
You and your buyer will experience the sales conversation differently. The more you know about their experience, the more ...
Some of your clients should be compelled to change because their costs are much higher than they would be with your ...
The Best Take Lessons: A somewhat introverted kid would disappear for a couple years. You wouldn’t see him for a while, and ...
As surely as the sun sets in the west, my LinkedIn inbox can’t go 24 hours without accumulating half a dozen messages from ...
Many people seek a job in sales because they believe it fits well with their natural temperament and attributes. Often, it’s ...
The second most frequently asked question around here is “How do I compel my prospective clients to change?” Salespeople ...
Commitment #3, which you’ll find in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales, is “the commitment ...
A sales stack is made up of all of the technologies provided to a salesperson to help them be more efficient. Most sales ...
In some cases, merely increasing a given activity doesn’t really help you increase your sales effectiveness. But when you’re ...
Much of the time, you will find your dream clients working with a competitor. If you’re lucky, they may already be ...
Over the last twenty years or so, we have spent a lot of time and money using technology to help salespeople improve their ...
In a digital computer, one thing happens at a time. In an analog computer, everything happens all at once. Brains process ...
The idea of velocity in sales is about being efficient during the sales conversation to win deals faster. There is no doubt ...
Sales enablement has more than its share of fashions: every season, there is some new offering or idea designed to capture ...
