Why Can’t You Fail?

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One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

Better Than You Believe (A Note to the Sales Leader)

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Your salespeople are better than you think they are. They deserve more credit than you sometimes give them. The job your salespeople do is more difficult that you think it is. Selling is more difficult now than when you did it. It’s much more challenging, and in some ways, it … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Stop Competing Against Transactional Value

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. If you are competing by creating a higher level of value, then you can’t try to … [Read more...]

Be Curious

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The exceptionally smart people I know are also exceptionally curious. They are always hunting for and exploring new ideas. One of the first questions the curious will ask you is what you are reading. See my friend Jack Malcolm, and I dare you try to keep up with his voracious … [Read more...]

Stop Being Transactional and Start Being Consultative

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Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [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 Talking Points

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Pick any three Sunday morning political/talk/current events shows, like Fox News Sunday with Chris Wallace, Meet the Press with David Gregory, or Situation Room with Wolf Blitzer. Watch the ones that share your brand of America's political parties if it makes you more … [Read more...]

How to Turn a Transactional Relationship Consultative

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When you engage a new prospect for the very first time, you have to decide whether or not you are going to be a transactional salesperson or a consultative salesperson. Your dream client doesn’t know who you are, and they are going to do their best to discern how to think about … [Read more...]