Archive for November, 2010

You may believe that your calendar is for keeping track of the appointments that you have with other people, with your clients and your dream clients. You would be wrong. Your calendar is for much, much more than that.

Your Appointments With…

This is part two of my interview with Jill Konrath on her new book SNAP Selling. Here is part one.

ANTHONY: That sets us up perfectly for my next question. I’ll read you a quote; you know the author. “The only chance to truly differentiate…

I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling. Before you dig into this interview, there are a few things you should know. (more…)

When you lose an opportunity, you lose it to another salesperson. That hurts. More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself.

Here’s how to…

You need to improve results. Now. You are focusing on the one thing you have to improve in order to give yourself the best chance of rapid improvement: prospecting (as it is the key to improving everything else).

But there is still more that you…

Last week, on November 19, 2010, Jonathan Farrington, Chairman of the JF Corporation, and proprietor of Top Sales World, created a list of the top 25 sales blogs. He was kind enough to include me on his list, and I am humbled to be among such a…

There are countless skills and activities that a salesperson must master to succeed in sales, outside of the fundamental success attributes and sales attributes and skills. So then, should you want to make as rapid an improvement as is sometimes…

You’ve been here for a while, right? I’ve seen you here before. You’ve read a few posts; maybe even more than a few posts. Perhaps you’ve said something to yourself like, “Hey! That’s a really good idea. I could apply that to my own…

Sometimes you want to be creative in sales, and you are right to be. But other times, you aren’t applying your creativity to the right problems. Instead you are using it as an excuse to avoid what is difficult.

You need to know when and where to…

Virtues are a kind of excellence pertaining to morality. It would be hard to list the virtues of a business-to-business salesperson without including honesty and integrity, but those are table stakes; you’ll never be considered any kind of…