Professionals and performers rehearse. They prepare themselves to do their very best work when it matters most. In sales, it’s easy to pretend that we are too busy to train and to role-play our most important conversations, creating a state of stasis as it pertains to our ...
What follows is a true story. No names are used to protect the guilty.
Many things discourage initiative, one of the critical attributes of the mindset necessary to succeed in B2B sales (and just ...
What if you didn’t have access to email as a medium available to you as a sales tool? What if you couldn’t send an email as ...
When I was 16 years old, I skipped school to sleep in front of Buzzard’s Nest Records on Dublin-Granville Road. The closer ...
It’s been said that you will become the composite of the books you read and the five people with whom you spend the most ...
In sales, fast can be slow, and slow can be fast.
It is rare that I disagree with Dave Brock, and perhaps more frequent that he disagrees with me. When we disagree, it is ...
The first time buyers and users of your product or service or solution will be disappointed by the challenges and ...
Sales is a competition. It is also a zero-sum game. Most salespeople live in the Red Ocean, with fierce competition when it ...
A lot of people mistake being busy for being productive. You might get to cross 15 things off your To-Do List, but unless ...
Do you have a list of strategic targets, or something I call dream clients that you are actively pursuing today? Are you ...
Let’s start with a few possible scenarios:
There are two very different types of hunger. The first type is the hunger you feel when you want or need something now, ...
No one decides to become a liar. It isn’t their goal. Instead, they tell a small lie, followed by another little lie. ...
If you are going to talk a big game, it’s important you understand what is necessary to back it up.
“I know you weren’t expecting my call, so I’ll be brief.” “I’m sorry if I caught you at a bad time.” “Is now a bad time?”
What does it mean to have a “style” of selling?
In business-to-business sales, selling effectively now requires that you have business acumen and situational knowledge ...
Here is how you know you are in the friend zone in sales:
Your prospects will push deals into the future. No matter how well you control the process, and no matter how much you wish ...
