Nothing that was once necessary for sales has disappeared, despite what the pundits and prognosticators suggest on the internet. Had they been right in their past predictions, there would no longer be nearly so many salespeople. Nor would those salespeople still use ...
Of all the many things that bother salespeople, one that seems to dominate their attention (and emotions) is when their ...
They say good judgment is the result of prior lousy judgment. That idea has proven true for me over the course of my life in ...
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and ...
The excuse many of us make for not doing what we know we should be doing is, “I don’t have time.” The truth is just the ...
An email from a reader this week started by recognizing that I am always making “course corrections.” He is correct, but I ...
The definition of the word “hustle” (as I know it) includes the idea of working with a sense of urgency. The word hustle has ...
Despite our best efforts to see both the sales process and buyer’s journey as linear, reality provides a truth that is at ...
The following strategy is for salespeople who are asked to present to a prospect by a broker or agent. Here is how to win ...
The CEO of the company I grew up in would often chastise employees for walking past a small scrap of paper on the floor. She ...
Andy Grove and Gordon Moore of Intel were struggling with a severe challenge to their business. As foreign competition grew, ...
The four levels of value provide an orienting generalization that gives guidance on what your dream clients value. Because ...
I consider myself fortunate to believe that work is a game, and my life is my real work. If something is a game, you play. ...
If you want greater success in any area, these ten questions will help you deconstruct your pursuit and your plan. These ten ...
The single question I hear most often from salespeople is, “How do I compel my prospective client to take action?” We have ...
A recent prompt suggested that one should only work in sales because they want money or because they want to compete. The ...
The most difficult part of being productive is making values-based decisions. The words “values-based” not only refers to ...
Deals now are better than deals later. You would prefer to win now than, say, four months from now. Better results now are ...
We don’t often speak to the fact that selling is a form of competition. In a contest measured by the value the salesperson ...
I lifted the title of this newsletter from the writer Joan Didion who stole it from George Orwell.
The critics of the word “hustle” make several excellent points about what the word has come to mean in the age of the ...
