13 Questions To Review Your Progress This Week

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Did you make progress on your two or three most important outcomes or goals? Did you move things forward? Did you make deposits in your relationships with your dream clients, those prospective clients you are going to relentlessly pursue because you can create so much value for … [Read more...]

Do This And Win. Don’t Do This And Lose!

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Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager. Do This And Win Your sales process is simply the collection of things that you do that lead to a won deal. It outlines all of the steps between … [Read more...]

Gaining Trust By Asking the Difficult Questions

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Being a trusted advisor means asking the difficult questions. The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer is sometimes that your competitor, … [Read more...]

Weak Managers Focus On More Activity

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There are no outcomes without activity. But the right outcomes require the right activity. “More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real outcome you need, determine the “right … [Read more...]

Between the Ticks

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Each individual movement of the second hand on a clock is tiny. From a distance, it looks as if the hand moves continuously. Unless you are really close, the time between movements are so small as to be almost imperceptible. But each tick is immediately followed by the next. The … [Read more...]

How Owning Outcomes Creates Greater Value

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It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes. Ensure Execution: The invoice you sent your client may note … [Read more...]

You Are Manifesting Your Negative Beliefs

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What you believe has a way of manifesting itself in your life. If you believe that cold calling sucks, that it’s miserable work, that it no longer works, and that it is a waste of your time, that belief will become your reality. It doesn’t matter that it isn’t true, and it … [Read more...]

Are You Busy Or Are You Getting Things Done?

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There is a difference between being busy and getting things done, and it is important to recognize the difference. You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You can also be very busy cleaning … [Read more...]

Before Things Go Sideways

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Things go sideways sometimes, even when you do your very best. Here's what you can do before that happens. Don't Make Promises You Can't Keep: Your client stakeholders are listening to the commitments you make. They are keeping track, and later they will keep score. If you … [Read more...]

On Always In Sales

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Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always. If you sometimes make your calls, do your prospecting, or nurture your dream clients, you might sometimes produce a result. But those results will mirror your efforts—they’ll be … [Read more...]

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