Archives 2013

December 2013

• 31: My 2013 Balance Sheet (2)
• 30: What I Would Tell My Younger Self (4)
• 29: 10 Laws for Leaders (3)
• 28: On the Occasion of My 4th Anniversary (5)
• 27: 7 Tests for Your Value Proposition (2)
• 26: How to Put Yourself in Foul Mood (Or Not) (1)
• 25: A Christmas Message
• 24: Tonight You Are Rich
• 23: Why Can’t You Fail?
• 22: Make These Resolutions and Make Your Number in 2014 (2)
• 21: On the Usefulness of Recurring Themes
• 20: Make This Go Faster
• 19: Better Than You Believe (A Note to the Sales Leader) (1)
• 18: Solving the Wrong Problem and Subtracting Value (1)
• 17: The Professional and the Amateur (18)
• 16: You Get What You Pay For. More Or Less. (2)
• 15: Why I Write What I Write (2)
• 15: On Unlimited Sales Success with Brian Tracy – Episode 29 (1)
• 14: More Is Not Better. Better Is.
• 13: This Is How I Work (14)
• 12: How We Learn
• 11: What the After Picture Is Missing
• 10: Your Before and After Picture
• 09: Three Things Your Sales Manager Should Never Have to Manage (3)
• 08: Too Little, Too Inconsistently, for Too Long (1)
• 07: Old Habits Die Hard (2)
• 06: Revealing Your Priorities
• 05: Mandela!
• 04: What You Should Expect
• 03: Why I Don’t Trust The Research
• 02: How To Have Productive Disagreements (1)
• 01: Social And Selling Without Shame (4)

November 2013

• 30: Five Reasons Your Opportunity Stalled
• 29: What You Need To Believe (2)
• 28: Not Yet Enough
• 27: The Heart of Your Results
• 26: Some Random Thoughts (1)
• 25: Five Ways to Improve Your Nasty, Foul Attitude (1)
• 24: Stop Competing Against Transactional Value (2)
• 23: Are You Busy Or Are You Getting Things Done? (2)
• 22: Be Curious (4)
• 21: Stop Being Transactional and Start Being Consultative (10)
• 20: Fearing the Wrong Dangers (1)
• 19: No Margin Is An Error
• 18: Adjust Your Own Mask First (2)
• 17: The Limited Value Of An Email (4)
• 16: On Cutting Too Deeply (2)
• 15: Be Unrelenting (8)
• 14: Before Things Go Sideways
• 13: The Death of the Economic Buyer (2)
• 11: On Talking Points
• 11: How to Help Your Blustering Boss
• 10: Start Living the Dream (1)
• 09: Get Rich Quick, Lose Weight Fast, and Other Lies (1)
• 08: How to Turn a Transactional Relationship Consultative (3)
• 07: 5 Things You Are Doing That Create Resistance (2)
• 06: On Always In Sales (1)
• 05: Sometimes and Always (3)
• 04: Build Your Own Burning Platform (1)
• 03: On The Power of Being Nice (1)
• 02: The Difficult Choice Is Easy
• 01: Your Goals Are Your Own (2)

October 2013

• 31: Turning Relationships Around (1)
• 30: Pitched Too Soon (1)
• 29: Now That We’ve Won Your Business, I’d Like To Learn A Little About You (1)
• 28: On Unhealthy Shortcuts (8)
• 27: The Animal Spirits In Your Pipeline (5)
• 27: On Turning Adversaries Into Allies with Bob Burg – Episode 28
• 26: Don’t Let Them Change You (7)
• 25: It’s Just a Phone Call (6)
• 24: What You Need To Do (2)
• 23: Build Great Salespeople (4)
• 22: The Buyer’s Process Isn’t What You Think (6)
• 21: Wanting Money Isn’t Money Motivated
• 20: Your Three Major Outcomes (1)
• 19: Social Media and a Long Trail (1)
• 18: Which Straw Broke the Camel’s Back? (1)
• 18: How You Sell. How You Buy. (4)
• 17: The Secret to Success in Sales (3)
• 15: On Your Reinforcements (1)
• 14: May I Have Your Attention, Please? (2)
• 13: It’s a Great Deal (1)
• 12: Why Your Dream Client Refuses Your Request for a Meeting (5)
• 12: On the Future of Sales with Jonathan Farrington – Episode 27 (1)
• 11: On Competitive Displacements (1)
• 10: A One Million Dollar Logo (6)
• 09: We Need to Invest in the Relationship (1)
• 08: An Easy Answer for Choosing a Sales Process or Methodology (3)
• 07: A Lack of Business Acumen on Both Sides (6)
• 06: Losses Due to Lack of Consensus (2)
• 06: On Training and Development with Dave Stein – Episode 26 (2)
• 05: 11 Observations (2)
• 04: You Made Commitments You Didn’t Know You Made
• 03: How to Measure the ROI on Social Selling (2)
• 02: Legitimacy and Lack of Consensus (10)
• 01: Don’t Yell Louder. Refine Your Message.

September 2013

• 30: Sell Your Higher Price From In Front (1)
• 29: Give Them Confidence (A Note to the Sales Manager) (4)
• 28: How to Hold People Accountable (3)
• 27: A Short Meditation on Fear
• 26: Why Your Operations Team Struggles and What To Do About It (1)
• 25: No One Cares (2)
• 24: Inside Your Four Walls
• 23: Plus the Value You Add
• 22: Respect for Your Prospect, Respect for Your Process (2)
• 21: The Misguided Drive for Revenue Growth (A Note to the Entrepreneur)
• 20: Focus on the Right Targets (1)
• 19: It’s Not Your Closing or Negotiating Skills (1)
• 18: Why Can’t I See You? (2)
• 17: Don’t Bother Your Prospect (1)
• 16: More Alike Than Different
• 15: Just Stop It (5)
• 14: Go Ahead, Convince Me You’re Better (5)
• 13: Virtuous and Vicious Cycles
• 12: How to Believe In Your Company When You Don’t Believe (3)
• 11: Three Must Have Reports from Your Sales Force Automation (4)
• 10: The Critical Nature of the Salesperson’s Mindset (4)
• 09: A Bad First Date (3)
• 08: How to Stop Awfulizing
• 07: In the Right Dosage (3)
• 06: The Power In Knowing How To
• 05: The Only Seven Responses to Any Question (1)
• 04: The One Right Answer (1)
• 03: What I Refuse to Believe (7)
• 02: A Diseased Mindset (1)
• 01: Some Thoughts on Pricing Power (1)

August 2013

• 31: Dispelling Four Delusions (A Note to the Sales Leader) (1)
• 30: Relationships and Competitive Threats (2)
• 29: On Hiring Non-Salespeople for Sales Roles (1)
• 28: Three Deadly Sins
• 27: You Are Already An Expert At Writing a Value Proposition (4)
• 26: You Are Stalled (1)
• 25: Who Will You Be This Week?
• 25: On New Sales Simplified with Mike Weinberg – Episode 25 (2)
• 24: Leading From Outside Your Glass House (A Note to the Sales Manager)
• 23: Your Problem Is Opportunity Acquisition (2)
• 22: Why You Need to Start Stacking (4)
• 21: Fortune Favors the Bold
• 20: How Theory and Practice Are Different (A Cautionary Tale) (7)
• 19: Take Action Now
• 18: On Value Subtractors (1)
• 17: Other People’s Priorities (1)
• 16: Negotiating or Defending Your Price? (9)
• 15: 7 Ways Selling Could Be Easier (3)
• 14: Value Creator’s Code: 100% Brand Equity (3)
• 13: You Are Teaching. But Are You Also Learning? (4)
• 12: Guess Who Else Has Insight?
• 11: Sales Opportunities as Labyrinths (4)
• 10: On Failing to Acquire Opportunities (1)
• 10: On Trust and Selling with Charlie Green – Episode 24
• 09: 7 Steps to Close Sales Fast (1)
• 08: It’s Not On a Spreadsheet
• 07: Sales Is a Numbers Game (But Not the Numbers You Think) (2)
• 06: Little Hinges Don’t Swing Big Doors (1)
• 05: Are You Really Negotiating?
• 04: What Are You Enabling? (2)
• 03: Burning and Building Bridges (1)
• 03: RSVP Selling with Tony Hughes – Episode 23
• 02: Making the Decisions Your Clients Make
• 01: Relationships Before Value

July 2013

• 31: Chops – How to Get Some (2)
• 30: Stop Leading With Price (4)
• 29: Price Is An Expression of Value (2)
• 28: Freeing Yourself From the Past
• 27: Sliding Down the Levels of Value (1)
• 27: Sales Through Influence and Storytelling with Craig Wortmann – Episode 22
• 26: You Can’t Hire Enough Stars (And What To Do About It) (1)
• 25: You Are Not Paying For Performance
• 24: Filling In the Gaps In Your Performance
• 23: Still Know, Like, and Trust. Still Attitude. (2)
• 22: Be the Value (7)
• 21: 10 Questions To Start Your Week (5)
• 20: A Different Story About Race in America (4)
• 19: Your Investment In Reading Blog Posts (3)
• 18: The Secret Reason the Successful Share Their Secrets (4)
• 17: Don’t Be Overconfident (5)
• 16: Relationship Selling Is Dead (Redux) (1)
• 15: Let’s Go To the Video II
• 14: What We Can’t Measure (2)
• 13: On Science and Sales (6)
• 12: The Only Two Business Strategies (1)
• 11: The Spiritual Leader of the Sales Force
• 10: Who Is Writing Your Story? (3)
• 09: Why Your Guest Post Fails (7)
• 08: The Hustler’s Workweek (1)
• 07: They Are Not You (A Note to the Sales Leader) (2)
• 06: You Have Nothing to Fear But
• 06: Brian Sheehan on Why Love Works in the Sales Process – Episode #21
• 05: Your Client’s Value Lens
• 04: Burning Brightly Still
• 03: The Tools Are Amplifiers (3)
• 02: Ice and Eskimos (6)
• 01: Price and Mutually Assured Destruction

June 2013

• 30: A Poor Customer Experience and an Even Poorer Apology (2)
• 29: Four Reasons Your Sales Force Is Unprepared to Create Value (2)
• 29: Video: Don’t Compete on Price
• 29: Joe Galvin on The Growing Gap Between Good and Great in Sales Organizations – Episode #20 (2)
• 28: Five Lies About Selling (2)
• 27: Stop Being Defensive (3)
• 26: Why the Rain Dance Brings Rain (3)
• 25: The Urgent Case for Business Acumen
• 24: You Don’t Want No Pain. You Want to Know Pain. (1)
• 23: The Death of Win-Win
• 23: On Transformation with Dr. Bob Wright – Episode 19
• 22: Stop Helping Clients Chase the Bottom (3)
• 22: How to Be More Productive
• 21: Three Levels of Leadership and the Spark (4)
• 20: Customer Loyalty Is Continuous Value Creation (5)
• 19: No One Wants a PowerPoint Presentation (14)
• 18: How Leaders Can Ensure Their Software Investments Produce Returns (4)
• 17: Rumble Strips and Feedback (4)
• 16: What Entrepreneurs Need to Know Now (4)
• 15: Change Occurs When You Reach Threshold (2)
• 15: Kelly Riggs on Why You Need to Quit Whining and Start Selling – Episode #18
• 14: Everything Looks Like a Meal to a Starving Man (5)
• 13: The Cavalry Isn’t Coming (Part Two)
• 12: The Three Rules (A Sales Perspective) (1)
• 11: The Cavalry Isn’t Coming (5)
• 10: Go On a Charm Offensive
• 09: Recognition and Gratitude (A Note to the Sales Leader) (2)
• 08: The Bad Salesman (5)
• 07: You Are Selling for Competitive Advantage (2)
• 06: Work On the Business Instead of In the Business
• 05: A Cheap Sales Force Is An Expensive Problem (7)
• 04: On Dealing With Elephants (1)
• 03: Mailbag: Escaping and Success (15)
• 02: Ideas Are Worthless. Execution Is Priceless. (7)
• 01: Escaping the Circumstances of Your Birth (5)

May 2013

• 31: The Root Cause of Failing Sales Reps (And How to Help) (6)
• 30: It’s Pretty Much the Same Here (8)
• 29: Mailbag: Closing the Sale (2)
• 28: Four Imperatives for the Sales Leader (1)
• 27: Honor the Heroes (2)
• 26: Difficult to Measure and Important (12)
• 25: You’re Writing the Middle Chapter (5)
• 25: On Improv and Trusting the Process with Jake Iannarino – Episode 17 (3)
• 24: All Problems Are People Problems (2)
• 23: The Problem with Ultimatums (1)
• 22: Every Interaction Matters (3)
• 21: You Are a Commission Only Salesperson (8)
• 20: A Yes Is More Difficult Than a No (5)
• 19: Making 179 Degree Changes (3)
• 18: Three Imperatives for Revenue Growth (1)
• 18: Reaching Decision Makers with Marhnelle and David Hibbard – Episode 16
• 17: On Upselling (4)
• 16: Preparing to Sell in the Next Economic Downturn (1)
• 15: On Investing in Oneself (4)
• 14: Biggest Outcomes, Greatest Investments (8)
• 13: Make It Easy to Buy (6)
• 12: Practice, Forms, Kata, and Relationships (6)
• 11: On Planting Seeds (4)
• 11: Red Teams, Resilient Communities, and Super-Empowered Groups with John Robb – Episode 15
• 10: How to Get a Job In Sales
• 09: Prospecting is a Campaign (4)
• 08: How to Take Shortcuts That Work (3)
• 07: The CEO of the Problem (9)
• 06: It’s Okay to Want a Deal. It’s Not Okay to Need One. (9)
• 05: Mailbag: How Do I Hire a Great Sales Manager (1)
• 04: Four Behaviors That Make You Transactional (15)
• 04: The Power of Consistency with Weldon Long – Episode 14
• 03: What Dissatisfaction Means (Part Two) (1)
• 02: What Dissatisfaction Means (Part One) (4)
• 01: How to Connect with Hard to Reach Clients (15)

April 2013

• 30: Chip Away the Parts That Aren’t the Best You (6)
• 30: What Sales Winners Do Differently with Mike Schultz – Episode 13
• 29: Start Being Honest With Yourself (11)
• 28: Ten Things I Wish I’d Have Known When I Started Speaking (17)
• 27: Waiting for Your Second Wind (9)
• 27: On Success and Social Selling with Jill Rowley – Episode 12 (11)
• 26: Written On Hearts and Minds (2)
• 25: Motivation is a Bigger Why (2)
• 24: Leaving A Trail of Negativity Behind You (2)
• 23: Four Important Ideas about Success (17)
• 22: The Key to a Large S-Curve
• 21: On Friction (2)
• 20: Stay On Message (7)
• 19: The Potential Engine (A Note to Sales Leadership) (1)
• 18: Three Ways to Increase Your Revenue (1)
• 17: Mailbag: How to Badmouth Your Competitor (3)
• 16: Attitude Checklist (11)
• 15: If What You Were Doing Was Working (1)
• 14: When To Take Your Team Off the Field (A Note to the Sales Leader) (1)
• 13: On Psychological Poverty (11)
• 12: So, You Would Do Anything? (5)
• 11: Lying Isn’t a Strategy (10)
• 10: 10 Things That Have Dramatically Changed Sales (8)
• 09: What Cold Calling Means (19)
• 08: How to Think About Pricing and Value (4)
• 07: A Warning to Salespeople About Social Media (20)
• 06: Why Your Contacts Are Territorial About Your Relationship (5)
• 06: Reaching the Clients You Are Meant to Serve with Michael Port – Episode 11
• 05: Selling to All Three Brains (6)
• 04: Ten Popular Ideas About Sales That Aren’t Exactly True (7)
• 03: Ten Things I Wish I’d Have Known Before I Managed Salespeople (11)
• 02: Ten Things I Wish I’d Have Known Before I Started Selling (20)
• 01: Then and Now in Sales (9)

March 2013

• 31: Are You the Primary Value Creator? (4)
• 31: Women in Business and Sales with Jill Konrath – Episode 10 (13)
• 30: Low Price, Difficult Execution. Higher Price, Easier Execution. (2)
• 30: The Changing World of Sales and LinkedIn for Sales Success with Jill Konrath – Episode 9 (2)
• 29: Throw It Back. It’s Too Small.
• 28: Win, But Not At Any Price (4)
• 27: They’re Looking Back (12)
• 26: There Is No Such Thing as a Ready-to-Buy Lead (7)
• 25: How to Upgrade Your Targets
• 23: Without a Sense of Pride (2)
• 23: Making Strategic Sales Presentations with Jack Malcolm – Episode 8
• 22: Don’t Try to Make Selling Easy (1)
• 21: Without An Idea, You’re Just Complaining (8)
• 20: How to Stop Living In Your Inbox (13)
• 19: Play the Angel’s Advocate (2)
• 18: An Open Letter to Luddites: Master the New Technologies Or Else (3)
• 17: How to Inoculate Yourself Against Errors (1)
• 16: On Conflict and Collaboration (4)
• 16: What is Free Enterprise, with Bob Burg – Episode #7 (2)
• 15: What They Did to Succeed (6)
• 14: How Do You Know If Sales Is Your Path? (4)
• 13: You Can’t Win If You’ve Already Lost in Your Mind (3)
• 12: Of Course People Want to Be Sold (6)
• 11: Follow Your Recipe
• 10: Taking Back the Word Sales (7)
• 09: What Your Sales Manager Should Never Have to Manage (7)
• 09: How Ideas Spread with Howard Bloom – Episode 6 (3)
• 08: On Being a Craftsman (6)
• 07: Are You Practicing Excellence? (8)
• 06: You’re Doing Social Media Wrong (12)
• 05: Focus on the Right Side of the Scale (1)
• 04: From Idea to Execution to Idea (1)
• 03: Introducing the Sales Leadership Talk Show (2)
• 03: A Strategy for Getting In at Any Level
• 02: Be Exceptional at What Is In Your Control (7)
• 01: When You Should Be Proud to Sell (Or How to Be Proud)

February 2013

• 27: Why Can’t Your Competitor Do the Same Thing? (6)
• 26: When You Should Be Ashamed to Sell (4)
• 25: The Best Questions for Your Needs Analysis (6)
• 24: If There Is Information Parity, It’s Your Fault (2)
• 23: You Risk More Through Inaction than Action (5)
• 23: How to Live Through this Disruptive Age with Gerhard Gschwandtner – Episode 5
• 22: Why Do You Expect a Call Back?
• 21: What Your Cryptic Voicemail Really Says (2)
• 20: Are You Completely Congruent?
• 19: My Disclaimer for the Disruptive Age (3)
• 18: Selling to the A, B, and F Suites (5)
• 17: Don’t Lose Your Mojo
• 16: How to Beat Your Worst Enemies (4)
• 16: Zero Time Selling with Andy Paul – Episode 4 (6)
• 15: If You Want Faster Results Find a Model (1)
• 14: Make Big Choices (1)
• 13: The State of the You Address (2)
• 12: The Audacity of Belief (4)
• 11: On Working Hard and Effectiveness (4)
• 10: Four Rules for This Disruptive Age (1)
• 09: A Choice of Two Impostors (4)
• 09: In the Arena with Author, Publisher, Entrepreneur Guy Kawasaki – Episode 3
• 08: What Your Digital Surrogate Sells (1)
• 07: How Many Agreements Do You Need?
• 06: It’s Easy to Cut Costs
• 05: I Dare You to Track Your Time (6)
• 04: On a Positive Negative
• 03: You Are The Conductor, Not First Chair
• 02: How to Think About Your Critics (7)
• 02: To Sell is Human with Dan Pink – Episode 2 (3)
• 01: We Can Have the Business If We Match Their Price (6)

January 2013

• 31: You Sell from In Front (4)
• 30: Just Start Again
• 29: Underestimating the Value of Being a Great Salesperson (15)
• 28: Your Leadership Value Proposition (1)
• 28: The Impact Equation with Chris Brogan – Episode 1 (2)
• 27: Keeping Context Lists by Relationship (6)
• 26: Why You Should Take Your Ops Team on Sales Calls (3)
• 25: Peter Drucker for Salespeople and Sales Organizations (1)
• 24: Dialing In Your Great Experiment (4)
• 23: Being Comfortable in the Gray (6)
• 22: How to Make It Easier to Win Back a Lost Client (2)
• 21: Even More on Dissatisfaction in Sales Opportunities (2)
• 20: Lies of Omission (5)
• 19: Value Is In the Eye of the Beholder (1)
• 18: On Dissatisfaction (4)
• 17: Stop Mourning the Loss of a Client (3)
• 16: Two Rules for New Entrepreneurs (6)
• 15: Don’t Take Your Foot Off the Accelerator (7)
• 14: How You Learn to Sell (5)
• 13: Selling Is Persuasion, Not Force (4)
• 12: When Little Data Is Bigger Than Big Data (4)
• 11: On Haves and Have-Nots
• 10: My Three Inboxes and Workflow (16)
• 09: How to Get Better At Asking (4)
• 08: Sales and The First Kiss (1)
• 07: Stop Being Impartial
• 06: Some Thoughts About Your Calendar and Sunday Night (4)
• 05: On Breaking and Establishing New Patterns (2)
• 04: It Starts with Headcount (A Note to the Sales Leader) (2)
• 03: You’ve Found the Bottom (2)
• 02: Building Consensus. It’s What’s for Dinner.
• 01: My Three Words for 2013 (5)