A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, there was a lot of talk about the internet, social media, automation, and the merging of sales with marketing, with…Continue Reading
Archive for November, 2017
I am writing my third book now. This book is about competitive displacements, which is to say, how you take clients away from your competitors (knowing full well that they are trying to take your clients from you). Having spent three hours…Continue Reading
If focusing on your competitor would improve your sales results, it would be worth the time spent talking about them and the emotional energy invested. Your results, however, are not changed by this outward focus on what your competitor does.
There are a lot of people who believe that selling well requires that you paint a picture of a desired better future without sharing the challenges that it is going to take to make that future a reality. They believe that sharing anything that…Continue Reading
You have no control over whether the CEO you have been working with on a deal leaves the company to start a new venture of their own the week they were supposed to sign your contract. Nor do you have any control over the fact that the rest of the…Continue Reading
Without hot, there would be no cold. Without darkness, there would be no light. Without up there is no such thing as down. Without winter, no summer. No illness, no health. No poverty, no wealth. No sadness, no happiness. No scarcity, no…Continue Reading
The perfect business card will not win you new accounts. It might look better than any other business card your dream client has even seen, but it will not do enough by itself to create any real value for them, nor will it define you as the right…Continue Reading
Is what you are doing right now aligned with your mission and your purpose? Is it something that moves you closer to the ultimate outcomes you need to achieve? Or, is it something less than that?
Is what you are doing important? Is it something…Continue Reading