Much of what we do in sales we do alone. Our prospecting is an individual activity. Many of our sales calls we make alone. And much of the work we do as we move a prospect though the sales process is made up of activities that we complete ourselves. Sales is a team sport, … [Read more...]

Sometimes momentum is positive, helping you to climb to greater heights and produce greater and greater results. But momentum can work the other way, too. Momentum can be negative, helping propel you into a downward spiral of poor outcomes. The thing about momentum is that … [Read more...]

Some people make a conscious decision to be helpless. They try something and fail, and they wrongly conclude that they are unable to do whatever it is that they tried. They decide they don’t have the ability or the skills, and so, they stop trying. Some people don’t like to … [Read more...]

It is a commonly accepted idea that salespeople are supposed to be exceptionally gifted speakers and presenters. They are supposed to be able to think on their feet, and they are supposed to be able to engage in the verbal jousting that often accompanies a tricky sales call or … [Read more...]

The world is changing at an exponentially faster pace. To keep up, you have to continue learning and continue developing yourself to succeed in a reality that is recurrently being recreated in real time. You need new skills, new ideas, new strategies, and new tools to add to the … [Read more...]

Today’s results aren’t the result of work that was done today, except for the short term work you focused on today. Today’s results are the result of work you did or didn’t do last quarter, the quarter before that, and maybe even a few of the quarters before those two … [Read more...]

The scoreboard tells the tale. At the end of the game, the final score informs you of how you did. Did you make the number? Did you fail to make the number? Regardless, a measurement will be taken, and a new quarter will mark the beginning of a new game. But the final … [Read more...]

There are very few days when I have been unable to write. There were thirteen days in Tibet last year when I thought it would be better to take in Tibet and Mt. Everest instead of writing. And then there was a single day at the end of the year in which I experienced the greatest … [Read more...]

Managers and entrepreneurs sometime struggle when first acquiring and serving major clients. This is especially true when they are small but growing rapidly and coming into their own. They acquire a major client who believes in what they are doing and carves off a relatively … [Read more...]

I like social media. I spend some time out here, and I have developed some nice relationships. Some of those relationships have turned into real personal relationships. Some of them have turned into business relationships. The idea behind social media is connection, engagement, … [Read more...]