On Picks and Shovels

alt text image of someone painting a piece of coal gold

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, educating, … [Read more...]

Take the Path of Most Resistance

alt text image of a volt meter

Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

Right Now

alt text image of a sign saying now

Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [Read more...]

A Note to Entrepreneurs on Leading Sales

alt text image of man walking through an arrow shaped doorway

“How do I lead and manage a sales force having never had any sales experience?” I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should read to try to get up to speed as … [Read more...]

The Hustler’s Playbook: The Only Gatekeeper Is Your Willingness

alt text image of skeleton keys resting on an old leather book

As a young kid fronting a rock-n-roll band, I moved to Los Angeles in hopes of being discovered. In the days before the laptop and the Internet, you went to Los Angeles to play the Sunset Strip and wait for an A&R person from the record company to make you a star. You needed … [Read more...]

The Price You Pay for Success

alt text image of a businessman mediating and avoiding distractions

Want to know what stops you from succeeding: comfort. Not the lack of pain or suffering. Just a lack of a real discomfort. The remedy is discipline. Discipline is a willingness to be in a state of discomfort now so that you can have something of greater value later. The price … [Read more...]

What It Takes to Produce Higher Quality

alt text a compass pointing to Quality

Quality = Investment + Time + Effort Quality requires a greater investment. Quality costs more to produce. If you start with cheap, poor quality inputs, you automatically end up with poor quality outputs. It costs a good bit more to begin with higher quality inputs, but the … [Read more...]

13 Ways to Resolve Concerns and Get to Yes

alt text image of a pinky promise

Before your dream client makes a decision, they suffer through a period of indecision. They worry about making a mistake. They have concerns, and it is your job to help them resolve those concerns. References: Some of your dream clients will be confident moving forward with … [Read more...]

Nothing New Here

alt text image of an old coat

The timeless principles are timeless for a reason: they’ve stood the ultimate test, the test of time. Time has a way of sorting the wheat from the chaff. But some don’t understand that the big principles, the enduring truths, are what really matter. They want something new. If … [Read more...]

7 Sales Management Mistakes You Can’t Afford to Make

alt text image of a man with his tie caught in a meat grinder

Missed your number? Struggling? Here are seven sales management mistakes. It’s likely that a combination of a few of these are what ails you. Not building a hunter’s culture. If you are a sales leader, you need to create a healthy culture. That healthy culture needs to … [Read more...]

Why You Are Struggling With Price

alt text image of two people playing tug of war over money

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...]

The Hustler’s Playbook: On Wealth, Envy, and Creating Value

alt text image of a man holding an umbrella while it is raining gold coins

Right now it’s popular to talk down wealth and the wealthy. But there is a deep, dark psychology at work here. It’s as old as time, and it’s called envy. Envy is feeding the wrong wolf. It Doesn’t Make You Green Envy and jealousy are different (although both are unhealthy). … [Read more...]

Why Change Is Difficult

alt text image of a man standing in front of a clock on the wall

Change is more difficult than you believe. Having an intellectual understanding the reason something needs to change isn’t enough. An emotional need to change is necessary and more powerful. Change is psychological. You first have to have a shift in your mindset, your personal … [Read more...]

Why the Book Is Always Better Than the Movie

alt text image of teenager with a book and a movie projector

The book is always better than movie. There’s a reason that this is true. If you read the book first, you’ve already created the picture in your mind. Your pictures are the right pictures. Now some big shot Hollywood director comes along and shares his vision of what the pictures … [Read more...]

On the Perils of Avoiding Accountability

alt text image of a dog with homework

Excuses Are Disempowering The main reason we make excuses for poor performance is to absolve ourselves of responsibility. Making excuses doesn’t absolve you of your responsibility. It only demonstrates that you are struggling to own the outcome. But excuses do even more harm. … [Read more...]

What To Do When You Are Interrupted

alt text image of an ear

When you are speaking and someone interrupts you, stop speaking. Don’t be insulted. Don’t be angry that you didn’t get to finish your thought. And don’t talk over them. Stop speaking and let the person you are speaking with have the floor. If someone interrupts you, it could be … [Read more...]

Questions for the End of Quarter

alt text imga eof r a dart board with all three arrows in the wall next to it

End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

Your Sales Process or Methodology Is Broken

alt text image of a broken bridge

Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

The Hustler’s Playbook – Everything You Need Is Already Inside You

alt text image of a sculptor with a chisel

There is this great story about Michelangelo and the statue David. He said that when he saw the slab of marble, he saw David. He said simply chipped away all the parts that weren’t David to reveal what always inside. There really isn’t a better metaphor. Everything you need to … [Read more...]



Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »