In the past, I have written about what I believe to be the two strategies for business that are pulling in opposite directions. The first strategy I call super-transactional, as it seeks to eliminate friction, making it easier for customers to transact (think Amazon.com, ...
You’re worried about lead generation when you should be worried about pursuing strategic targets, your dream clients, the ...
Challenging Client: You know the client that pushes you to improve your results, the one who wants your very best ...
Five years ago, I found myself in a large hotel conference room somewhere in Florida. It had to be up North, because I ...
There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most ...
The likelihood of winning a deal is inversely related to the number of days you have been working it.
A lot more people run a 5K than a 10K. More run a 10K than a half marathon. Still, a greater number run a half marathon than ...
When I wrote Eat Their Lunch, my editor recommended I remove the words “strong bias” from one chapter heading. In his view, ...
You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your ...
The question a leader must ask themselves is, “If someone else was given the resources in my charge, would they produce a ...
Work often gets in the way of your real work. There is a never-ending stream of incoming requests for your time, your ...
Some people have ideas and beliefs that differ from yours. Some of the things they believe and express conflict with what ...
In The Lost Art of Closing, I wrote about the ten commitments you need in a typical B2B sale. In that book, I identified two ...
Why do you keep sending emails to your prospective clients instead of calling them?
You don’t help your dream client produce better results by giving up pursuing them. If what you do would improve their ...
Who should lead the sales process, buying process, or what might more accurately be called “the sales conversation,” now ...
If you fear losing and avoiding taking the necessary actions to win believing you might put an opportunity at risk, your ...
Imagine someone has something that you want or need. You want to acquire what is that they have, meaning it has value to ...
Have you ever walked out of a sales call, jumped in your car, and entered the freeway on your way back to the office only to ...
Playing the game is not the same thing as playing to win. You can play the game, simply going through the motions, without ...
Here is a shorthand for thinking about the differences between transactional sales and complex sales:
