It feels great to cross off all of the completed tasks on your to-do list as you complete them. It feels so good, in fact, that some people actually write the list after they have already completed the tasks just so they can scratch it off of their list. Your to-do list is a … [Read more...]

I’ve had smarter people around me all my life, but I haven’t run into one yet that can outwork me. And if they can’t outwork you, then smarts aren’t going to do them much good. That’s just the way it is. And if you believe that and live by it, you’d be surprised at … [Read more...]

Read Part One of this post here. Use an Editorial Calendar Knowing what you are going to write and when you are going to write makes it easy to get started. Every Sunday, I sit down with Evernote and I write out a weekly editorial calendar. I start with a working title for the … [Read more...]

More and more, I am asked how I write a daily blog post here at The Sales Blog. Seven posts a week is a lot of posts but, actually, I write eleven posts per week (I write seven here, and four for two other businesses that I help lead). Here is my method. Capture Every Idea I … [Read more...]

Do you want a real competitive advantage in sales? Do want a defining differentiator that will make it more likely that you are chosen over your competitors? You already have the essential component that creates that competitive advantage. You just have to develop it to its full … [Read more...]

A client friend of mine won her dream client. There is an old saying: “be careful what you wish for.” Sometimes your wishes come true, and sometimes that dream client you pursued and won turns out to be a nightmare client. You didn’t know that the contacts were on the … [Read more...]

There aren’t too many things more difficult than hiring well—except maybe hiring salespeople well. If there is a single rule I can share for sales managers it is this: The better job you do of hiring, the easier will be your job of managing and leading. The poorer you do at … [Read more...]

To win your dream client you need the business acumen to know how to help them improve their results. You also need to help them develop a story that moves them from their present state to their desired state. And, you need a whole bunch of other attributes and skills. The … [Read more...]

I am probably one of the biggest technophiles you will ever meet. I love technology, and I love the leverage that it creates. But technology is no substitute for the greatest technology the universe has even known: the technology between your ears. And technology can also be an … [Read more...]

You had activity quotas to make this week, but you missed them. Instead of making the calls, you decided to reorganize your desk drawers and file your email. No worries though, you’ll make it up next week, right? Wrong. You might be able to make up last week’s activity, but … [Read more...]