Latest from The Sales Blog
Seeing something and not saying something is condoning that behavior.
I learned a great deal from the CEO for whom I worked for many years. If she walked into the lobby and it wasn't impeccably clean, she would immediately move people to clean it…Continue Reading
I am writing my third book now. I can’t tell you the title yet because we are not sure it is final. While I am writing this book, I am unintentionally writing another book. Let’s call it book number seven since it is my intention to publish it…Continue Reading
A salesperson asked me a very important question. He asked, “How can you be a trusted advisor and consultative salesperson when you are partial to your company?” His point was that if your company and your solution is always right in all…Continue Reading
You are capable of doing far more work in a day or a week than you believe. The amount of work you believe you can do is not accurate, and it isn’t even likely that it was your belief, to begin with. You were infected with the belief, like most…Continue Reading
The deal that you are working on is enormous. It’s not quite enough to make your number for the year, but it is enough to get you more than halfway there. The prospect is engaged and compelled to change, and you are excited. So excited, in fact,…Continue Reading
“Buyers have changed,” they say. So much so, in fact, that what you know about sales is all wrong. In fact, if you’re not already looking for another line of work, you will be in, say, the next 15 minutes. Millions of salespeople will soon…Continue Reading