Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The framework in that chapter is ...
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, ...
If you want to develop your business acumen, your situational knowledge, and your ability to create value for your clients ...
I recently read that the average person spends 36 minutes per day on Facebook. If you are average, you spend 219 hours a ...
We sometimes worry about things that are not nearly as important as what should command our attention.
Practice doesn’t make perfect. Perfect practice makes perfect.
Many years ago, I started the process of eliminating procrastination. It wasn’t easy, and it took me longer to beat than I ...
Your brain will answer any question you ask of it, which is why your mindset is critical to your success. When you ask your ...
I have spent much time studying time management, or something I often refer to as Me Management since you can’t control ...
