Without a plan for your day, you are likely to waste time. Look at your calendar and notice how much white space is available today. Then look at the amount of white space you have through the week. More white space means you are wasting time and not making the money you ...
More. More. More! More emails. More cold calls. More opportunities. More pipeline. I don’t suggest that activity isn’t ...
According to the Oxford English Dictionary, fragility is: the quality of being fragile or easily broken; hence, liability to ...
The acceleration of change in our time is itself, an elemental force. The accelerative thrust has personal and ...
At the first sign of trouble, the salesperson who disappears has damaged their relationship and put future business at risk. ...
Humans tend to get better at things over time. For example, if you were to need surgery, you’d be better off needing it now ...
On the night of December 27, 2009, I set my alarm for 5:00 AM instead of 6:30. I told my wife, Cher, that I would be getting ...
Some clients are more difficult to pursue. You can call, leave voicemail, follow up with multiple emails, and get no return ...
Leadership is too important to get wrong. From vision and results to culture and growth, leadership is a critical factor in ...
To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide ...
Some people believe salespeople are born, while others believe they are made. Thanks to certain personality traits, some ...
I could read when I was three years old, thanks to my mother. From that point on, I have never been without a book. When we ...
Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the ...
If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a ...
I’ve undergone two brain surgeries. The first was to glue a large mass of arteries and veins shut and the second was to ...
I will continue to write every post by hand, as I have done since December 28, 2009. Others will use newer technologies to ...
It wasn’t the salesperson’s fault. He was young and unprepared, wearing a ball cap with his tech company’s logo and a ...
Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor ...
Leaders often believe their team has everything they need to succeed. Occasionally, this is true, but when it isn’t, it can ...
All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. ...
You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have ...
