In the first half of The Only Sales Guide You’ll Ever Need, I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach. Those attributes are ...
It very much matters how you respond to this crisis. It requires poise and perspective and perseverance. It’s important to ...
There is no way that we are going to spend the rest of our lives six feet apart from each other. That is no way to have ...
Life is made up of seasons, some of which are more difficult than others. Even though the calendar says it is springtime, ...
When faced with external events beyond your control, you can lose a sense of certainty, making it feel as if the ground as ...
One of the critical tasks of a leader is communication. Were one to err in their communication, they would be better served ...
Some people write, record, and publish ideas designed to empower you to act. There are others, however, who use the same ...
Imagine you are driving over a mountainous landscape. You are on the backside of the mountain and declining, allowing the ...
No one wants to have more meetings than is necessary. Everyone wants to avoid meetings where there is no plan and no real ...
You have no control over the external events that impact your business or your client’s businesses. Most of the time, things ...
It is a difficult time to be a leader. As the Coronavirus pandemic has unfolded, all of us have witnessed our national, ...
There is good reason to take a break from writing the heavier stuff I have been unable to avoid during this crisis. Instead, ...
Of all my frameworks, Level 4 Value Creation is the oldest. It only showed up in Eat Their Lunch, my third book, because ...
This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such.
Due to circumstances beyond your control, you now have fewer weeks in which to reach your goals. A natural disaster and the ...
Your business may have been shut down entirely, or you may have been required to work from home. You might still be being ...
We are in the middle chapters of our continuing crisis. Pundits and prognosticators are suggesting that our lives will never ...
There is an ongoing conversation on the social channels as to whether one should continue selling through a crisis. Some ...
In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most ...
Imagine a story that follows this path. Boy meets girl. Boy falls in love with girl. Boy marries girl. Or how about this ...
There used to be a saying that when the United States sneezes, the rest of the world catches a cold. Increasingly, as the ...
