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Blog Category // 2012 (2)

How in the Hell Do I Find the Decision Maker?

For most of us, there is no longer a single decision-maker. Instead, there are decision-makers. The nature of authority—and ...
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How You Made Your Client Buy on Price Alone

If there is no difference between the value that you offer and the value that your competitors offer, your clients are right ...

What You Can Learn From the Super Compressed Sales Cycle

Let’s look at three kinds of opportunities that live in your pipeline.

Set Down Your Push Broom

You pushed your big “opportunity” from January to February. Then March. Then you pushed that same “opportunity” into the ...

If You Didn’t Return to Work Tomorrow

If you didn’t return to work tomorrow:
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I Have My Own Style

“I have my own style.”

Let Your Dream Client Teach You to Pitch Them

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...

Your Most Brutal Teacher

Experience.

On Your Competitors and Pricing

We spend an awful lot of time and energy worrying about our competitors. You need to know how they create value, how they ...
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Want Success? Work Harder.

People always want to know how other people achieved their success. Most of the time, they want to know so they can emulate ...

Shortcuts, Secrets, Tricks, Magic Bullets, and Shiny Objects

Shortcuts: There isn’t any way to produce the results you need without doing the work that producing those results requires ...

The Truth About Why You’re Desperate

If you are working on prospects that aren’t right for your company (and it’s business model), that don’t value what you do ...

Four Powerful Beliefs You Must Hold to Succeed In Sales

There isn’t anything that is going to have a greater impact on your results in sales (or anything else, for that matter) ...

Authority to Say No Isn’t Authority to Say Yes

There are still a lot of people that offer the advice that you should always enter your dream client as far up the ...

How To Own It

It’s not “out there.” It’s not something external. It’s not someone or something else. It’s you. Own it.

A High Powered Application of Caring

At a sales conference I recently attended, I watched a sales manager pass out sales awards to his global sales team. He ...

Stop Hiding From Your Fears

There’s work you need to do that makes you uncomfortable. You aren’t confident, and you’re not sure you can get the outcome ...

Sharpen Your Value Creation or Sharpen Your Pencil

You’ve been asked to sharpen your pencil. You’ve been told that your dream client wants to give you their business, but one ...

Be Grateful

“You don’t need to justify your love, you don’t need to explain your love, you just need to practice your love. Practice ...

Swing For the Fences (and Hit Some Singles and Doubles)

I am not a baseball fan (this guy is). Not even a little bit. Unless we are going to the ballpark (something I very, very ...

Judgment Day Is Upon You

Sales is a lot like baseball. If there is a way to track a metric, a statistic, we’ll track it. We measure everything, great ...
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