One of the prevailing ideas touted on social sites suggests that you shouldn’t compare yourself to others. Instead, the argument goes that you should try to be a little bit better than you were yesterday. While incremental improvement has merit,…

If what you want wasn't difficult to achieve or obtain, it most likely wouldn't be worth wanting in the first place. If it wasn't going to take more effort over more time than you believed necessary, and if it didn't require you to become…

When you understand your dream client’s challenges and know what they need to do, it can be easy to rush to give them the right answer. You know what the solution is, and you know exactly how to help your prospect get the better result they…

If it were easy to win your dream client, everyone would do it. The fact that it is challenging means it is something worth doing. It also means winning your dream client is going to take your intention, massive action, initiative,…

Some people avoid change. They wait too long to decide to change and suffer the consequences or pretend to change without any meaningful difference in what they do day-to-day. For any number of reasons, be it apathy, complacency, negligence, or…

There are many things you need to do well to succeed in sales. Much like leadership, the characteristics are many and varied. There are also variables, some within your control, and many outside of it. It rarely makes sense to worry about things…

Since I was in my late teens, I have studied success. I have read the success canon, studied with masters, and made my observations. At its core, the principles are about transformational change (as is most everything I write, even if it isn’t…

When someone says they “hate sales,” you can be confident they don’t work in sales. Those who work in sales don’t feel that way about selling. The reason people suggest they have a strong emotional feeling about sales is that they believe…

An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. The menu here is what I see right now with some ideas about what you might do to eliminate them. None of these are easy…

The following sales strategies are generally underrated, overlooked, or ignored. In some cases, they are highly unpopular in a world that is enamored with transactions, immediate gratification, and technologies that promise efficiency, a promise…