It’s about creating value. I resisted selling early in my life because I believed salespeople took advantage of other people. I thought that they were sleazy, self-oriented, and manipulative. Only later did I learn that it was all about helping other people get the results ...
Paying homage to Lefsetz.
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Even in our day and age when women have moved effectively into more and more fields of study and expertise, the sales arena ...
Many of your prospects believe you are supposed to be transactional. Especially when it comes to your price.
When Anthony first entered the sales field one of the most generous and helpful people he met was Jill Konrath. She was ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t ...
You’re using social media tools to look at your prospective clients. You’re using things like LinkedIn, Twitter, and ...
A ready to buy lead is a unicorn. It’s a fairy tale.
Take a look at your target list.
How much do you recall of the last sales presentation you heard? Chances are it’s not very much. Today’s guest is Jack ...
If your business model isn’t lowest price, and it almost certainly isn’t, then you can’t afford to sell price. As much as ...
If you go to people to share a problem without sharing an idea as to how the problem might be solved, you’re just ...
Every couple months I get a phone call that goes something like this, “Did you get the email I sent you?” I respond by ...
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 ...
Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company ...
No one wants to make an error. Whether a mistake costs you an opportunity, a client, or something else, it isn’t a pleasant ...
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and ...
There’s nobody more committed to the free enterprise system than Bob Burg. You can find him talking passionately about the ...
