Welcome to 2020, the beginning of a new decade. I have started this year (and decade) with a rather persistent cold, but one that has not been unable to prevent me from doing my work and spending time with my family while we are mostly all home. What follows is a meditation ...
There is much focus placed on the idea of leaders enabling their teams, providing individuals with permission and the means ...
For a very long time, we in sales have counted on our companies and our solutions to provide differentiation, something that ...
Selling is simple. It requires certain activities and outcomes that allow you to create and win new opportunities. These ...
The following exercise is not mine. It belongs to my friend, Chris Brogan. The idea is that you choose three words to theme ...
Yesterday’s post was a list of the most important resolutions salespeople should make in the coming year. Today’s post, as ...
You may not yet have made your New Year’s Resolutions. If you want your next year to be your best sales year ever, you are ...
Your version of success and someone else’s version may differ. What someone else calls “success,” you might describe as an ...
Today is a special day for me. On December 28, 2009, I started posting here daily. I had dabbled with writing a blog for a ...
On one end of the spectrum, there are those who believe they should passively wait for a Request for Proposal as the single ...
There are times when an operations team can become overwhelmed by the volume or the difficulty of their work. They fall ...
A family inoculates you against many of life’s challenges. You have people, and they have you, which means you are not ...
The woman who lived in the apartment behind ours was raising three kids by herself, two boys who were about my age, around ...
Around this time of year, people start making resolutions, which is not the same thing as actually committing to something ...
I want you to know that didn’t forget you and that nothing has happened to me. Today, my focus is elsewhere.
The idea of a morning routine is growing more popular, as more people become aware of the value of setting yourself up for ...
The idea of “value creation” can be confusing. The word “value” itself can be nebulous, unclear. Value is also in the eye of ...
It isn’t easy to be lazy. It is more complicated than you might believe. Those who have mastered being lazy have had to work ...
Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective ...
There is inevitable confusion about price and its impact on winning or losing sales. The confusion over price begins when ...
If you wanted the best possible advice for improving your sales, my instinct would be to tell you to improve your sales ...
