Blog Category // 2018

Hurry Up Offense and Controlling the Clock

I am fascinated by football. I am spending more time watching games (both college and professional), and I am reading and ...

My December 2018 Reading List

People often ask me what I am reading. Mostly they assume I read sales books, but that isn’t often true, though I do read ...

The Poverty of Words

Some salespeople send emails that, were they to be printed on paper, are three to four pages long. Other salespeople send ...

The Here and Now Decision You Make

You can shout loudly for attention if you want to, or you can speak quietly and have people lean in to listen because you ...

The Transformation of Sales Isn’t Digital

The sell sheet did nothing to improve the salespeople who used them when they called on their prospective clients. Like the ...

How You Will Fail as a Sales Manager

There is a seemingly infinite number of ways you can fail as a leader. Being a sales leader is no different, with varying ...

The Value In Challenging Yourself

Sometimes things can get a little boring (or a lot boring, in some cases). You get stuck in a routine, even though you ...

Negotiating In Good Faith

There can be no deal if both sides refuse to negotiate and seek a solution.

Not Selling

Taking an order when a client reaches out to you to place an order is order-taking, not selling. Asking the questions ...

James Clear: The Powerful Story Behind One Of The Best Books On Habits – Episode #128

It’s a bit presumptuous to claim a book is one of the best books on habits that exist. There are lots of great books on the ...
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