No one likes to lose. Nor does anyone want to be faced with the reality that they caused the loss, that what they did resulted in an L instead of a W. But sales success, even when played by a team, is individual. The following is a list of the things that might cause you to ...
In boxing, the aggressor is on their front foot, driving the action. Even though boxing is different from many other sports, ...
There is something very human about making excuses for our failures. Our egos try to protect themselves by placing the blame ...
The reasons a leader may miss their goals are many and varied, and too many to list in a post like this. There are, however, ...
Surely there are many more incredible character traits one might obligate themselves to should they decide to be an ...
Weak sales approaches and poor decisions allow your prospective clients to make mistakes, mistakes that often include you ...
One way to ensure your results is to use a checklist to ensure you have what you need to succeed, including the outcomes you ...
About this time every year, people who publish sales-related content ask me for my thoughts on what the significant trends ...
I used to track every task that showed up in my life, regardless of how it showed up or the source. No matter how large or ...
Success in sales isn’t situational. I need offer no greater explanation than success itself is individual, a statement that ...
Your standard as a leader is not what you believe to be your standard. Instead, your standard is what you allow, what you ...
Adversity is what makes and shapes you. Without adversity, without having to push through something difficult, your ...
Because selling is your job, you may not look at it as something more than work. Most people don’t do as well at work as ...
Or, an alternative title: Never Give Up Your Monday. Or Any Other Day.
Because I travel frequently, I download a lot of content. Most of the content I keep on my smartphone is video content from ...
Desire to Win: You aren’t going to win if you can live with a loss. You are not going to win if there isn’t something ...
We tend to think of selling as something one does, as a profession, a set of actions. We believe that anyone motivated to ...
As I reflect back on the last ten years I have spent writing a daily blog post here, I am grateful for the friends I have ...
You are always telling yourself and others stories. Those stories include the meaning you attach to your thoughts, beliefs, ...
Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of ...
When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that ...
