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 made here, the people who read the Sunday newsletter each week and send me their notes and thoughts.
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 ...
The most significant barrier to producing the results you want stares back at you from your mirror when you are brushing ...
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a “high ticket ...
Salespeople and sales organizations work very hard to differentiate themselves and their offerings as a way to create a ...
Winning a new deal is complicated. Not only does it take time, but it also takes effort. If you don’t invest the time and ...
If you look at people who produce excellent results and lead their field, if you pay attention and look closely, you will ...
If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that ...
There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. ...
Zig Ziglar said: “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it ...
Success is an auditor. It measures the precursors to success to determine who gets to obtain it—and for how long. It is ...
As a leader, you will never have all the talent you need. No matter how good your company is, no matter how great your ...
The amount of time you spend on the very few activities necessary to achieve a goal or a specific outcome is one way to ...
There is tremendous value in outcomes-based thinking. One of the reasons people struggle to produce the results they’re ...
There are many good reasons to have a sales blitz. If you want to accelerate the creation of new opportunities, an intense ...
I first wrote about this competency in early 2010. If you are in the field selling, it isn’t difficult to determine what ...
It’s time to start thinking about 2020. It will be here before you know it, and you are going to need to start thinking ...
If you want something you don’t have, there are several reasons why you are having trouble acquiring it.
Salespeople who sell a product or service with a higher price complain that it is more difficult to sell, believing their ...
