I was recently copied on an email from a purchasing manager to one of his internal clients. The purchasing manager’s internal client forwarded it to the salesperson that had been calling on him. In the forwarded email, the purchasing manager suggested that she would push ...
The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t ...
Are you still running the old You 1.0 operating system? Does your operating system need an upgrade to the You 2.0 operating ...
It’s easy to get hooked on urgency. You pride yourself on being super-responsive. When someone calls, you answer. When the ...
If the amount of value that you create is more than would reasonably be expected of you, then go ahead and be an ...
“This client could be huge! If they win the contract they’re competing for, they would need to spend a massive amount of ...
There are dozens of tasks and activities that dominate a sales manager’s day. There is no doubt that the sales manager’s job ...
The great Aikido master, Ikeda Sensei, says: “Aikido works. My aikido works. Your aikido may not work.”
Do you want what you want so much that you will get up in the lonely hours of the morning to work on it? Are you willing to ...
It can be difficult to tell whether your prospects and dream clients are price-driven or results-driven. You want to spend ...
Want to know why your dream client is deep into their buying process when they decide to explore working with a new partner?
You are a brand. You’re “Brand You!”
You should hope the salespeople you compete against believe the big lie that relationship selling is dead. You should hope ...
Tonight a telemarketer called my Mom’s house. The telemarketer began the call with this: “Can I please speak to the male ...
From the mailbag: “How do you do collections while still trying to build relationships?”
I know that you love your opportunity. You’ve had this opportunity for a long, long time. You were thrilled when you got it, ...
Your clients expect you to help them understand the return they will receive on the money invested in your product, service, ...
If you aren’t producing the sales results that you need, don’t look for magic bullets. The answer that you are searching for ...
Your dream client can tell whether or not you really care about them or whether you are just trying to make a sale. They can ...
I am not going to sugarcoat this, and I am not going to be polite.
Do the work that needs to be done. Have a great attitude. Play hard. Stick to it, even when it gets tough. Don’t wait. Take ...
