When you enter a win or a loss into your CRM, you are often asked to type a note of explanation of the outcome you chose. There is rarely enough room for any significant account, but it would be rare for that answer to be accurate, regardless of…Continue Reading
Archive for April, 2019
Your present cannot in any way impact your past, but your past can—and will—impact your future.
Nothing you do today is going to change your past. Our perception of time flows only in one direction. There is an old saying that we are “too soon…Continue Reading
In a workshop at OutBound, I was sharing the 10 Commitments from The Lost Art of Closing: Winning the 10 Commitments That Drive Sales as a framework for accelerating deals. An attendee asked me about deals I had lost as a salesperson, and more…Continue Reading
Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing…Continue Reading