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 opposite. Time is the only thing you have. Whether you have enough of it is mostly a matter of what you do with it. If you wish you had more time, here is ...
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 ...
The words “create value” are used so often and in so many different contexts that it can be challenging to know what it ...
There are two primary strategies for successfully pursuing different contacts within your dream client’s company. One ...
It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should ...
Everything is important, but not everything can most important. When it comes to metrics, more is not always better. There ...
