You have a specific experience. Let’s assume it is a negative experience. You have to communicate this experience, so you create or find a concept to allow you to explain it to someone else, while trying to make sense of it yourself. Here is an example: You lose a big deal ...
A checklist does not only tell you what to do to create a specific result, but it can also put things in the right sequence. ...
Occasionally, after a salesperson has tried to acquire a meeting with their dream client, mostly having used email as the ...
A few weeks ago, I received an email from a person who wrote to me to share the advice he gave to salespeople. He had ...
These things are within your control. Focusing on the things that are within your control is the best response to a world ...
The great value of the pessimist is that they remind us of what is at stake, what we value, the things that matter most. The ...
Over the past few months, you have given your attention over to something that, while being utterly and entirely out of your ...
The salesperson had just sent me his eighth email. The text of the email hadn’t changed, except for a short line asking if I ...
Recently, a post on LinkedIn proposed a scenario, with the author soliciting opinions as to how one would solve the ...
Every leader is leading a transformation, even if you haven’t thought of it in these terms. You are a steward of the future, ...
Early in your career in sales, you work on solving your dream client’s problems by displacing your competitor and providing ...
Congratulations Class of 2020 on your fantastic accomplishment!
The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about ...
There are two kinds of work a leader needs to do each day. How much time one spends on each type of work provides some ...
We are right at the jumping-off point of “The Negativity Fast,” a program I am providing in a Facebook group to help those ...
You have the choice to step into your fear and the fray, doing your part, making whatever difference you might make, or ...
Success is something that you attract by developing yourself into the kind of person that could produce the result you call ...
There is power in sharing an insight that provides your client with a new view of their business. A single idea is capable ...
You can give control of some part of you to things over which you have no control, allowing them to control your mood, your ...
Why would you call on a prospective client to sell your products or services if you didn’t have a relatively well-formed ...
Not much attention is given to sales training for negotiation. Because this is true, most salespeople offer concessions, get ...
