The Sales Blog
So, you say you would do anything to succeed, anything to have that level of success? But would you really do anything? Would you set your alarm clock to wake you an hour and half earlier each morning and rise without hitting the snooze button? Does your mission motivate you to … [Read more...]
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...]
I’ve met people that knew from a very young age that they wanted to be lawyers, doctors, writers, police officers, and fire fighters. My younger brother, Jason, knew he wanted to be a professional stand up comedian when he was in third grade (His teacher gave him an assignment … [Read more...]
The easy answer is that you should all of the time be proud of your profession. But, if you haven’t fully embraced you life in sales, well, that’s another story altogether. If what you sell creates value for your clients and customers, you should be proud to sell. And your … [Read more...]
You risk more through inaction than you do by taking action. Sometimes you believe that you shouldn’t act—or that there is no action you can take. If you are bold enough to take it, there’s almost always some action available to you. Your Dream Client Says They’ve … [Read more...]
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...]
It's a small choice to spend time in your email. It’s an even smaller choice to leave your email open all day, every day. It's a small choice to open the web browser. It's a small choice to live in Twitter, Facebook, Google plus, or LinkedIn. It's a small choice to watch that … [Read more...]
Each year the President of the United States reports to Congress—and the American people—on how the nation is doing. The President starts by doing some level-setting, reporting on our financial condition and risks and threats to the Union (lately, one in the same). Then he … [Read more...]
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...]
It's easier to be a critic than it is to be a creator. The critic has only to find fault. They believe that the value that they create is in tearing others down. In truth, the critic is so afraid of having their own work criticized that they can't bring themselves to produce … [Read more...]
Leaving A Trail of Negativity Behind You