You nurtured the relationship, you cold called your dream client and made an appointment, you diagnosed their needs, you built the relationships, and you built a shared vision of a better outcome. And now you made your big boardroom presentation. You used everything that you … [Read more...]

You need what you need to win the opportunity with your dream client. You know that to get what you need, you have to ask. You have to act. What prevents you from asking for what you need is fear. You fear that by acting you will step over some imagined line demarking the … [Read more...]

To fight above your weight class, you have to believe and you have to take actions based on that belief. There are three other things that you need to know about fighting above your weight class. It’s About Ideas Your prospective clients are dissatisfied. The have business … [Read more...]

Many of the companies that you compete with are bigger than your company. They have more locations than your company, they have more people working there than your company, they have more resources than your company, and they have more money than your company. Their … [Read more...]

Salespeople are optimistic by nature. They have to be; if they weren’t optimistic they could never succeed at a job where the first communication they have with their dream client is most often a flat out rejection and where they lose more of the opportunities they pursue than … [Read more...]

You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really good, too. But walking that talk isn’t easy and it is a path that is rarely taken by management, regardless of their … [Read more...]

In complex business-to-business sales, there are times when there is little activity on an opportunity and little communication. This is true even in the best of circumstances, but the silence and inactivity in a competitive situation can be excruciatingly painful. Especially … [Read more...]

There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople included—mistake these two ideas. The reason some people don’t weigh what they want to weigh is because they have a goal of weighing a certain amount. But … [Read more...]

As you travel through Tibet, you will encounter thousands of people selling things, including Buddhist prayer bowls, prayer wheels, and prayer beads, carpets, art work and, of course, jewelry. I fully expected to see this in Lhasa, the capital of Tibet. What I did not expect … [Read more...]

I disappeared. I disappeared from the blog, I disappeared from work, and I disappeared from everything else for thirteen days. (Thanks to all of you who were kind enough to email me, call me, and direct message me to make sure nothing happened to me!) A few months ago, I was … [Read more...]