Leave this blog now. You don’t need to be here right now. You don’t need another new idea. You don’t need a new insight. You don’t need a new tool, a new technique, or a new strategy. You don’t need to do any more research. You don’t need to do any more reading … [Read more...]

I can’t imagine that anyone reading this blog doesn’t have an investment account with some brokerage firm. We know we have to make investments in our future, and we make regular contributions to our chosen investment vehicles. We take the asset that is money, and we invest it … [Read more...]

Salespeople are getting soft. Like marshmallows. Many haven’t embraced sales. Many more that share the title “salesperson” don’t believe in their hearts that selling is meaningful work. Some have adopted the belief that there is something wrong with the activities that … [Read more...]

A good sales process can help you to win your opportunities—and faster, too. But a good sales process has three different sets of stakeholders. If it is designed and executed well, it will serve all three of these stakeholder groups. Your Dream Client’s Stakeholders Your … [Read more...]

Sometimes your prospect knows that they are dissatisfied. They know that they need a better result. They may even know what they need to do to produce the results that they need. But other times, you dream client may have no idea that they should be dissatisfied. It’s quite … [Read more...]

For a very long time, successful salespeople had a very specific set of competencies. These sales skills served them well for decades and decades. But changes in society, technology, and the business environment required new sales competencies. And so, the stack of competencies … [Read more...]

New salespeople can be confused as to how much prospecting they need to do to succeed. Part of the confusion is caused by what they observe from salespeople with more experience. Some salespeople with more experience may be far more effective at prospecting, and so they can … [Read more...]

One of the primary attributes a new consultative salesperson must possess to succeed today is the ability to lead a team. Creating value for your clients is a team sport. To create value, to execute, and to succeed, you need to build a team within your organization. Think of it … [Read more...]

In many sales organizations, there is too little candor. There are conversations that need to be had that are instead avoided. If the candid conversations were had, the sales organization’s performance would improve, their obstacles would be more quickly removed, and the … [Read more...]

On May 6, 1954, Roger Bannister ran the first sub-four minute mile. Before he ran a mile in 3 minutes and 59.4 seconds, the four-minute was believed to be impossible. Two months later, Roger Bannister again ran a sub-four minute mile, this time with John Landy running a sub-four … [Read more...]