Reading Stephen Bungay’s The Art of Action: Leadership that Closes Gaps, between Plans, Actions and Results is the latest book I have picked up on a path I have long been travelling. That path is about leadership and the ability to command in such a way as to encourage … [Read more...]

Your time is limited. You need to focus where you can make an impact and where you can produce results. This means you have to be exceedingly disciplined with how you invest the most fleeting resource you have available to you: your time. Your prospect wants to spend time with … [Read more...]

We are a few short days away from the start of a new year, and before you go barreling headlong into 2011 with your resolutions, it’s a wise idea to stop and reflect on what you learned this year. This year’s lessons are next year’s improvements—if you think deeply and … [Read more...]

It’s natural that your best intentions and best made plans rub up against the friction that is reality. Sometimes what you need to succeed or to move your opportunity through the pipeline is difficult, and sometimes it can feel as if what you need to do is impossible. What … [Read more...]

You compete in a crowded marketplace with a lot of offerings that look and sound a lot like yours. To create an opportunity, you have to differentiate yourself and your offering from the field; you have to be worth taking a look at. To win your opportunity, you have to be … [Read more...]

Even though there are shockingly stark and dramatic differences between military operations and business, I can’t help but love much of what they share in common, not the least of which is leadership under trying conditions (albeit, what the military considers trying conditions … [Read more...]

I want to wish you and yours a very safe and happy holiday season! --Anthony … [Read more...]

Down deep, I am a basics and fundamentals guy. What is necessary to sell well isn’t some great, big, new, and esoteric idea. The big pieces, the activities, the methods, the principles for selling successfully are widely known. They’re just not widely practiced. I hear … [Read more...]

There are some salespeople—and some sales organizations—that are willing to tell their prospective clients whatever they want to hear in order to win the deal. They do so knowing that they cannot achieve the outcome that they promise, but also knowing that agreeing to … [Read more...]

The business of sales is about people and it’s about relationships. I have written before about dream clients and nightmare clients, and how you should focus your limited time and attention on your dream clients (you don’t have time for anything less). The chart below is … [Read more...]