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Does Your Dream Client Want a Presentation? Really?

At some point in the sales process—especially if there is a competition—you are going to make a presentation to your dream client. Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation. ...

Two Ways to Never Have to Fear Your Competition

You must respect your competition, but that doesn’t mean you have to fear them. Even if they are bigger, and even if you ...

Don’t Sell What You Want To Sell

No matter how good your product or service, no matter how excited you are about it, no matter how much you believe—and you ...

Rigid Discipline to Principles, Outcomes Achieve in Flexible

The game of sales is as much art as it is science. But that doesn’t mean that there aren’t rules that apply and that need to ...

Winning Before the Contest

Much of what I have written here is about competition and winning in sales. Much of the time we find ourselves competing ...
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The New Prospecting Tool: Getting In with IntroMojo

Before you can win any deal, you first have to get in. That means prospecting, finding the right contact, and then having ...

Cramming Your Prospecting Work is Spinning Your Wheels

A pint of sweat saves a gallon of blood. –General George S. Patton I don’t believe that activity by itself is enough to ...

Your One True Strategic Objective In Sales

Sales is a blood sport. It is a zero sum game; somebody wins and somebody loses. Because this is true, it is easy to lose ...

Negativity: The Only Cancer That Spreads By Contact

The only cancer that is spreads by contact is negativity. Negativity is a communicable disease. Fortunately, you can ...
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Incongruent Beliefs and Poor Sales Results: A Love Story

There are some things about sales that are difficult to explain. Sometimes, even though there may be no way to prove that ...

Asking Bigger and Better Questions

One of the primary reasons salespeople fail to gain the time and attention of C-level executives is because they lack the ...

Staying Out of Operations While Still Managing Outcomes

There is no to end to the non-sales related tasks that vie for your time and attention. To succeed, you must take inventory ...

Leave No Weapon Unfired

Opportunities with your dream clients, the real prospects for who you can do breath-taking and jaw-dropping work, are too ...
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It Was Another Salesperson Who Won the Deal

When you do your win-loss analysis, you look at the list of companies that you competed against, sometimes winning, ...

How To Get What You Really, Really Want

You asked your dream client for something you need to win the deal and to deliver for them should you win. Your dream client ...

Don’t Get Trapped In Too Small Commitments

Getting in with your dream client can sometimes be the most difficult part of any deal. To get in, you may lower the ...

Six New Sales Metrics That Predict Performance and Results

Many of the metrics that salespeople and businesspeople track aren’t very useful. Many of them that seem meaningful don’t ...

Let Paul McCord (and a host of others) Help Bust Your Sales Slump

Paul McCord at McCord Training has just released his new book Bust Your Slump: A Dozen Slump Busting Strategies to Fill Your ...

The 90/12 Challenge: A 90-Day Prospecting and 12-Month Nurturing Plan

Yesterday I wrote a post about the difference between show horses and plow horses. The show horse believes the sale is made ...

The Difference Between a Show Horse and a Plow Horse

It bears repeating: “ . . . a salesperson should never judge themselves by how well they do in the boardroom fielding the ...

Two Reasons You Need To Be In Front of the Deal

If you can help it (and you usually can), you don’t want to wait until the end of the sales cycle to begin trying to do all ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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