Blog Category // 2018 (2)

Absence of Negative Isn’t Proof Of Positive

Absence of negative isn’t the same as the presence of positive.

Ten Questions You Need to Ask When Planning Next Year

It’s a good time to do a little introspective work. Here are ten questions to help you plan your next year.

Stop Chasing What Is New and Start Chasing Impeccable Execution

For many, the next idea is going to be better than the one that came before it. They believe the next evolution of the sales ...

A List of Rules for Sales Success

Focus 10X as much time and energy and money on becoming someone worth buying from as you do on electronics, sporting events, ...

Why You Fail to Compel Your Dream Client to Change

At the end of every year, sales leaders and sales managers direct their salespeople to close strong, to win every deal they ...

Data, Insight, and Wisdom

The word data means facts and statistics that have been in some way collected. Our technologies now allow us to collect an ...

Where There Is Smoke, There Is Fire

Where there is smoke, there is fire.

Ideas About How Sales Has Changed That Are All Played Out

The buyer is doing massive research. Massive? No. Some surface level research? Yes. First, I ask you to reflect on your last ...

Watch What You Say to Yourself

The little voice inside your head might say, “I am tired of being rejected when I ask for a meeting.” The little voice feels ...

How To Make Good Choices in Sales

The reason to understand where a buyer is in their process is so you have an orienting generalization, some idea about where ...
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