You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they feel it is more important that ...
Deals tend to have an expiration date. Some are durable over long periods, and others are somewhat fragile, with the ...
From time to time, I take note of what I am seeing and write it down. I tend to look for the themes, trends, and patterns ...
Whatever is your most important outcome, do the work required until completion, or until you have made enough progress to ...
If you have to choose between being overconfident in your abilities or lacking confidence, it’s better to be overconfident.
I have asked this question here before, multiple times, and in multiple ways:
Not Knowing What You Want: Your success is not my success, nor mine yours. The way you measure success needs to be based on ...
Most of us work in businesses that require us to win clients who are already working with our competitors, something we ...
I am unaware of any sales organization or salesperson who believes they can execute a “one-call close” in a complex sale, ...
There is a particular disposition some people possess that causes them to shift their focus, regardless of their role, from ...
You are unhappy with something at work, some policy, some recent adjustment to your strategy, a change in the compensation ...
At one point in my career as a sales leader, I commissioned a designer to create a slide deck about my company. Naturally, ...
No one ever said that being a good leader was easy. A leader’s actions are constantly scrutinized and their leadership ...
It would be better if these words, outcomes really, were reversed. If you could get the end, and then contribute more, ...
The sales manager was speaking to his young business development representative about his results and his activity. The ...
There are a lot of questions about the trends analysis and implications framework in my third book, Eat Their Lunch: Winning ...
You might say, “We need to be profitable. We need a win-win deal.” As much as I agree with the statement, it isn’t what you ...
In the past, you would have been challenged to get your content seen. In many ways, it is still difficult to get attention ...
If the whole is more than the part, it naturally follows that the part must be something less than the whole. The component ...
The person who discovered the 10,000-hour rule, the one you likely learned from Malcolm Gladwell’s book, Outliers, is K. ...
There is some part of you that is dissatisfied and knows that you can be more than you are now. Almost no one believes they ...
