In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier, and their challenges. ...
I had brain surgery 90 days before I went back to working in my family’s business. At the time, I was not allowed to drive, ...
It isn’t easy to be a failure. Failing isn’t an identity. However, it is quite possible ways to fail, and in some cases, ...
There are 7.7 billion people on planet Earth. All of these people have beliefs that conflict with yours—all of them.
There are not too many written documents as important—or beautiful—as the Preamble to the Declaration of Independence, ...
Twice in as many months, I have had a reader email me to ask me how they can get a job in sales. In both cases, hiring ...
This article suggests that there is “nothing worse than being labeled unresponsive,” a suggestion that proves false on its ...
Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another ...
Today and tomorrow I am moving. Tomorrow I am leaving the house I have lived in since 2001 for a new—and very ...
It isn’t easy to become a top performing salesperson. If you are new to a sales role, it can appear to be a daunting task, ...
As a human being, you are part of individual tribes. Some of the tribes are very small, like your immediate family or your ...
For more than a decade now, many in sales have been neglecting what may the single most crucial activity necessary for ...
In major account sales, you can win a new client that requires the upfront effort of standing up the account. The larger and ...
No one answers their phone. No one wants to meet with salespeople. Buyers are researching online and making decisions ...
The idea that follows is going to run counter to a lot of what you read about sales, the sales process, and efficiency. One ...
Scientists believe that every one of the 37 trillion cells in our body is replaced every seven years, with our bones being ...
Have you ever said, “The prospect has gone dark?” Or have you ever complained that your dream client “ghosted you,” engaging ...
One of the most important trends in B2B sales today is the customer’s strong desire for consensus before moving forward with ...
I recently had a client describe me as non-slimy. Those were the words he used to describe our interaction. For this to mean ...
One of the ways salespeople were taught to uncover a compelling reason for their dream client to change or the source of ...
If you have read this humble blog for a significant amount of time, you know I believe you can be more, do more, have more, ...
