It’s easy to make one call to a prospective client each quarter, believing that your single attempt is prospecting. You can try again in another quarter, and there are more prospects to call, and in some cases, fresh leads continue to stream in.…
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There is deafening silence where there was a cacophony of shrill voices shouting down cold calling and singing the praises of what they called “social selling.”
Notice that no one serious about helping people improve their sales results is…
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Last week, Seth Godin taught me something about competition. Some part of me already knew what I learned, but the words he used to describe the concept provided me with greater clarity. He said, “Two teachers don’t compete. They just occupy…
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On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about…
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If you don’t know who your dream clients are, if you haven’t identified the best prospects in your territory, you have a form of friction that prevents you from prospecting.
When you don’t know how to gain an appointment by trading enough value…
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You find success in sales in only two things: opportunity creation and opportunity capture. Everything else is just commentary on these two outcomes.
When one asks you about your activity, the person asking is most…
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If you want to acquire greater business acumen faster, one way to do that is to start and manage your own business, in the popular vernacular what is called a "side hustle." However, entrepreneurship isn't for everyone, even though many glamorize…
Continue ReadingOne stakeholder needs better results now. Those better results will require changes that endanger other, equally important goals and initiatives. Both of the stakeholders are right to want what they want, and neither is being unreasonable or…
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In games of chance, like poker for example, you are dealt a hand. You have no control over the hand you are dealt. In fact, you don’t have any real influence over the cards you are given. The randomness is fundamentally unfair in that the…
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