The weakest choice available when trying to create a compelling reason for your dream client to consider leaving their existing supplier (or partner, as the case may be) is to directly attack your competitor. This approach creates resistance, and…

If marketing worked as well as you believed it is supposed to, then the eight page, four-color glossy brochure you sent your dream client would have compelled them to pick up the phone and place their order. They haven’t ever done that.

If the…

The salesperson’s email was targeted to me directly. Clearly, someone had done enough research to know I am a speaker, and that I might benefit from their product. The product was fine, and a lot of speakers will find it valuable. It is not…

There is a reason that the fundamentals are fundamental. The important things that build the core results weren’t determined by a guess or a whim. They were observed over long periods of time as being those things that were necessary to…

There is this prospect in your territory. They’ve been with one of your competitors for years and for as long as you’ve known of them, they have never even entertained changing suppliers.

Different Beliefs

You believe that because this…

There is an iron law in sales that requires that you create value for your dream clients (or prospects) in every interaction. You are trading the value you create for their most precious commodities, their time and attention.

When you disrespect…

If you want to be a leader, there is no better place to start than in sales. The attributes and skills you need to develop to become a leader are required of you as a salesperson. Including the need to understand business, generate revenue, and…

“Our people are our greatest assets.”

These are easy words to say. There are not a lot of people who would disagree with this idea, and it appears on walls and on mission statements and in annual reports. It seems to be a universal truth for…