There are two very different types of hunger. The first type is the hunger you feel when you want or need something now, like food, water, shelter, a new smart phone, an 85-inch television, or a Bugatti. This hunger is impetuous and feels urgent, even though much of the ...
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 ...
In the past, I have written about what I believe to be the two strategies for business that are pulling in opposite ...
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 ...
