One of the keys to effectiveness is discipline. That includes the disciplined focus of your time and you attention. Multitasking and combining tasks that have very different outcomes destroys your ability to focus and to achieve your goals. Separating some of the tasks that you … [Read more...]

Some of the major problems in producing results in sales are due to problems of synchronization. Without synchronization, you lack the relationships that you need, the trust that you need, and the proof in your ability as a value creator when your dream client experiences the … [Read more...]

There is a lot going on in the world of professional selling right now; clearly sales 2.0, social selling, and the changes in how buyers buy are all enormously relevant and important. I just wrote a post on how I used LinkedIn to win a client (and I left out how a number of … [Read more...]

It’s easy to rationalize poor results. There are lots of bogeymen that sound like reasonable reasons your results aren’t what you want them to be. “They” in Washington It’s the Obama Administration. Their policies are destroying the economy and making it more … [Read more...]

A few years ago I hired Lewis Howes to coach me on LinkedIn. One of the greatest shortcuts to getting results in anything, including social media, is to go to people who have already spent the countless hours figuring out how to produce results in that area. Lewis has spent more … [Read more...]

Without personal goals and strong action, you drift. Instead of moving closer and closer to what it is you desire, the strong current of external demands carries you downstream. Sometimes the current washes you up on land far from the destination that you desired and nowhere … [Read more...]

I don’t know when, how, or why pride went away. But I know that nobody talks about it anymore. Maybe pride has been lost because our culture—especially television, and now YouTube—is full of examples of people who have no pride and who willingly exploit themselves. Our … [Read more...]

We humans are novelty-seeking creatures. We are attracted to anything that is new and exciting. Some new tools and new ideas can revolutionize your sales efforts and produce new and exciting results; they are worth looking into. However, much of what you need to do to succeed in … [Read more...]

Did You Have the Relationships Before the Competition Began? Not losing on price starts with having the relationships that you need long before you need them. These relationships are the gateway to obtaining the access you need to the other important relationships within your … [Read more...]

What does your sales manager do? Better still, what does your sales manager get paid to do? She gets paid for all kinds of things, including the administrative tasks, the reporting, and the forecasting your company requires. But most of all, your sales manager gets paid to make … [Read more...]