In the last few weeks, I have been confronted with two posts on LinkedIn, both suggesting that there is no value in reading books, least of all books written by people in their fifth decade of life. I was more offended by the advice that one shouldn’t read books than I was ...
One of the primary differences between those who are successful and those who struggle to create the results they profess to ...
Some circumstances can cause a client that previously treated you as a strategic partner because of the value you created ...
You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that ...
One of the variables to success in sales is self-confidence. You create a sense of certainty for your clients when you are ...
By now, you know that you need to have real and valuable insights to share with your client as a way to create value for ...
The question in my inbox was in response to a post titled, “Relationship Selling and the Value of Intimacy.” I wrote that ...
The number of people who wish to remove the relationship from sales doesn’t ever seem to decline. I attribute most of it to ...
Well, it may be the devil, and it may be the Lord, but you’re going to have to serve somebody. – Bob Dylan from Gotta Serve ...
My first book, The Only Sales Guide You’ll Ever Need, is really a competency model for success in B2B sales. The book ...
Many decades ago, the theory about how to close deals faster was to use a trial close, followed by increasing pressure, ...
A lot has changed in sales over the last couple of decades. One of them is how we think about qualifying prospective ...
Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and ...
There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious ...
There aren’t too many things more important in sales than gaining first meetings with your dream clients. Nothing happens ...
The following list of ideas about training salespeople is for those in B2B sales training or who aspire to train others. ...
The neophiliac is one who loves what is new and novel, finding what’s new and now to be more valuable than what came before ...
One of the critically important, yet neglected, concepts in sales is the idea of “creating a preference” to buy from you and ...
Of the many sales skills you need to succeed in consultative sales, the first ones on the top of any list will be listening ...
No one wants to work for a micromanager, just as no one wants to be one. Like most things, when people believe that one ...
The reason we think in terms of value creation is that it is how you create a strong preference for your prospective client ...
