At the time of this writing, it feels as if the world was on fire, there is a coronavirus of pandemic proportions spreading across the world. This virus is infecting many and taking the lives of some, especially the vulnerable. The stock market has been in free fall, and ...
The idea that “sales is a numbers game” contains an absolute truth worth observing. The truth is that selling requires ...
There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these ...
You have one life. It is given to you free and clear of any obligation. Because this is true, you and you alone are ...
What follows is a riff on Dave Brock’s recent posts on failing and succeeding.
The primary variable to creating consistent results over time is your ability (and your willingness) to consistently do the ...
You lost a big deal you believed you should have won. In letting you down easy, your dream client explained that you were a ...
The first rejection of your request for time occurs when you call your dream client to ask them for a meeting. The denial of ...
Your company sells several different solutions, all of which create value for your clients based on their needs and the ...
There is a value to being optimistic when it comes to attaining your goals. Pessimists pay for their negativity by making it ...
The internet is full of content, much of it designed to capture attention—and clicks, likes, and shares. The more ...
There are clients and prospects who seem to have an immunity to your insights. They cling to the belief that they know ...
You don’t want to depend on luck when it comes to success in sales. The best way to succeed in B2B sales is to develop ...
Most days, I am greeted by a LinkedIn message or email spam from a sales trainer, sales consultant, a salesperson who offers ...
You had good intentions when you set your defined goals for the year. Over time, maybe life got in the way of life, or ...
There are bad ideas, and then there are shockingly bad ideas. Occasionally, it makes sense to stop and examine these bad ...
A lot of the sales literature on objections suggests that one should “overcome” them, providing the client with a reason to ...
Modern, professional B2B salespeople have as much in common with Blake from Glengarry Glen Ross as modern marketers have ...
Your prospective clients are always going to ask you if you can provide them with a lower price. Their obligation to their ...
Creating new opportunities in B2B sales means capturing mindshare, shaping the way clients view their business, their ...
I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive ...
