Do You Know How You Won?

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How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price is what causes you to lose). Was … [Read more...]

The Hustler’s Playbook: Hustlers Focus on Opportunities

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Hustlers focus on opportunities. Non-hustlers focus on problems. Hustlers make things happen by focusing on the opportunities and activities that produce bigger, bolder, and better results. They continually seek new ideas and new ways to create value. And hustlers always believe … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

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I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]

Value Creation Is the Main Thing

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Covey said, "The main thing is to keep the main thing the main thing." It was clever, funny, and true. intentions and outcomes matter most. The main thing when you are engaged with a client, dream client, or prospect is to create value during every interaction. The more value … [Read more...]

How to Massively Improve Your Ability to Close

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I often hear sales leaders complain that their salespeople “can’t close.” But this is a presenting problem, not the root cause. Closing business is relatively easy and straightforward. You simply say something like, “I believe that we’ve done enough together to move forward. Can … [Read more...]

How You Fail In Sales

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Selling is difficult. It's easy to fail. Here are some the way you can fail. Failure to be known: You aren’t going to succeed in sales if you aren’t known. Unless people know you and what you do, you're not going to create the opportunities you need to succeed. Failure to … [Read more...]

Lies Sales Leaders Tell Themselves

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Here are four lies sales leaders sometimes tell themselves. We have enough opportunities in our pipeline: No you don't. All you need to do is test those opportunities to discover that many of them are really just leads. If you take out any opportunity that is over the … [Read more...]

The Real Proof Provider

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Case studies. ROI analysis. Client testimonials. A slick full of logos. Third party validation. References. Awards. Years in business. Number of locations. Global footprint. Press releases. Any and all of these can be useful proof providers. But it depends on what you are trying … [Read more...]

Why You Are Struggling With Price

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Your competitors sell at a lower price. It’s tough to win when your competitors are willing to give away what they should be selling. But there is nothing you can do about your competitors. If this is your struggle, one or more of the following four reasons is the root cause of … [Read more...]