Ideas Are Worthless. Execution Is Priceless.

alt text image of a person getting ready to jump off a high dive

Some time ago I offered a program that I created to the people who receive my newsletter. A lot of people signed up. Some sent me notes explaining why they couldn’t sign up at that time. But I found one email in particular to be most interesting. The person that wrote the email … [Read more...]

If What You Were Doing Was Working

If What You Were Doing Was Working

If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially … [Read more...]

10 Things That Have Dramatically Changed Sales

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Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]

Then and Now in Sales

Then and Now in Sales

Paying homage to Lefsetz. Then, it was very difficult to acquire information about your prospects. Now, it’s impossibly simple to find information about your dream clients—if you do the work and use the tools. Then, there weren’t a lot of ways to prospect. It was … [Read more...]

Play the Angel’s Advocate

Play the Angel's Advocate

Have you ever been faced with a problem and, in an attempt to solve it, shared ideas only to have your ideas shot down by everyone in the room? Have you ever left a meeting where nothing was decided because every idea presented was immediately dismissed as wrong, too difficult, … [Read more...]

On Conflict and Collaboration

On Conflict and Collaboration

Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]

From Idea to Execution to Idea

From Idea to Execution to Idea

One of the keys to prospecting effectively is having a differentiated, compelling idea. You get in because you have some way that you can help your prospective client with some new or better outcome. It’s your ideas that make you worth meeting with (and it’s your lack of … [Read more...]

My Disclaimer for the Disruptive Age

My Disclaimer for the Disruptive Age

Those of us who write and speak about selling today are often guilty of communicating as if each idea is a universal truth. Most of what we write our broad generalizations. This is what makes them useful. You can understand the idea and use it where it’s beneficial to do … [Read more...]

Four Rules for This Disruptive Age

Four Rules for This Disruptive Age

You want certainty. You want to know that what you are doing is working now and will continue to work in the future. What you really want is a sustainable competitive advantage. But there is no longer any “sustainable” in competitive advantage. The last thing you can expect … [Read more...]

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