The rules for success—and a successful life—haven’t changed very much (if they’ve changed at all). There are a certain set of character traits, beliefs, and behaviors that have served people since there have been people. There are virtues…Continue Reading
Archive for May, 2018
Many of those who prognosticate about sales very literally missed the main takeaway. To those who saw salespeople being disintermediated, they were correct in the assessment, but they were focused on the wrong party. If you were paying attention,…Continue Reading
In many ways, Google Duplex is very impressive. The ability to replicate natural language is startlingly good compared to both Siri and Alexa. But that pales in comparison to its ability to understand what is being said well enough to conduct a…Continue Reading
When you lose, you may be remembered for the loss.
You are going to win and lose deals. You are not going to go undefeated in sales. No one does, no matter how good they are. But how and why you lose matters.
If you lost because you were…Continue Reading
Aesop warned of the dangers of cutting open the goose that lays the golden egg to gain what you want now. By doing so, you destroy the geese—and your future. Wonka tried to warn young Verruca Salt as it pertained to his geese, which he made…Continue Reading
Average. It’s a number that expresses the mean, or the sum of values in a set divided by the number of values. For our purposes, it might also stand for mediocre, not bad enough to do anything about, and not good enough to deserve any special…Continue Reading
The real threat to you not producing the results you want are not external. They are not somewhere “out there on the horizon, looming, lurking, and threatening. You might believe that the risks to your results are your irrational competitor, the…Continue Reading
Business Acumen: If there is one thing business books will do without fail it is to provide you with business acumen. They will teach you the common business concepts you need to be fluent in conversations with other business people. Reading…Continue Reading