Archives 2017 · The Sales Blog

July 2017

25: Why I Write Using a Plain Text Editor (0)
24: In the World of the Blind, the One Eyed Man is King (0)
23: The American Dream is Alive (0)
23: You Need to Know How to Close and Control the Process (0)
21: There Are No Shortcuts to Transformation (0)
20: What’s Wrong with an Inbound Only Strategy (0)
19: Do What You Believe Is Right (0)
18: Sales is Now a Very Different Game (0)
17: Senior Sales Reps Must Prospect (0)
17: It Is Not Safer Behind the Glass (0)
15: What Should You Do With Your Time (0)
14: Your Problem Is Not Quality. It’s Quantity. (0)
14: Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91 (0)
13: The Fear of What If (0)
13: Preorder The Lost Art of Closing and Get Bonuses – Episode 171 (0)
13: The Lost Art of Closing Arrives in Hard Cover – Episode 170 (0)
12: The Sky Is Falling! (0)
12: How to Take Control of Your Calendar – Episode 169 (0)
12: If You Want More Money, Create Greater Value – Episode 168 (0)
11: Sales Is Not For Everyone (0)
11: A Day in DC with Gerhard – Episode 167 (0)
11: Force is the Choice of the Weak – Episode 166 (0)
10: The War for Mindshare and Preference (0)
10: I Am Not Anti-Social – Episode 165 (0)
10: Staring the Conversation in the Wrong Place – Episode 164 (0)
09: Augmentation or Automation (0)
09: Say No to Information Parity and Yes to Being Consultative – Episode 163 (0)
09: Don’t Transact People – Episode 162 (0)
08: 301 Days Between Books (0)
08: How to Successfully Work from Home – Episode 161 (0)
08: Why Your Call Is Still Cold – Episode 160 (0)
07: Why You Must Challenge Negative Beliefs in Public (0)
07: What You Gain from Cold Calling in Addition to Appointments – Episode 159 (0)
07: Floyd Mayweather Knocks Out Connor McGregor in the 4th Round on August 26, 2017 – Episode 158 (0)
06: Taking Money out of the Solution (0)
06: How to Become a Morning Person – Episode 157 (0)
05: A Step to the Right and Execute (0)
04: People. Ideas. Technology. In This Order. -Episode 156 (0)
04: What Holds Us Together (0)
04: You Are Hiring For Your Clients – Epsiode 155 (0)
03: What Has Technology Wrought (0)
03: Your Higher Price Is Your Commitment to Creating Greater Value – Episode 153 (0)
03: Why Vaynerchuk Says to Cold Call – Episode 153 (0)
02: Giving Up More Than You Believe You Are Giving Up (0)
02: Cramming Prospecting – Episode 152 (0)
02: The Difference Between Data and Insight – Episode 151 (0)
01: The Rise and Fall of the Account Manager (0)
01: Give Your People Your Full, Undivided Attention – Episode 150 (0)
01: How I Think About Content Creation and Content Marketing – Episode 149 (0)

June 2017

30: The Truth About the 57 Percent (0)
30: How Entrepreneurs Need to Think About Sales – Episode 148 (0)
30: Why You Need a Cadence – Episode 145 (0)
29: What I See Right Now (0)
29: Why You Must Pursue Competitive Displacements – Episode 144 (0)
29: The Disintermediation of Sales – Episode 128 (0)
28: You Have Not Yet Booked the Revenue (0)
28: In a Single Second You Can Decide – Episode 90 (0)
28: Targets Are Greater Than Leads – Episode 44 (0)
27: If I Had to Start Creating Content Now (0)
27: Research Is Not Prospecting – Episode 143 (0)
27: Why You Should Never Be Ashamed to Sell – Episode 142 (0)
26: When Did Prospecting Become Optional (0)
26: How to Interview for a Sales Jobs – Episode 147 (0)
26: The Most Ridiculous Idea in Business: Shareholder Value – Episode 146 (0)
25: Challenging Without Being Challenging (0)
24: On the Limits of Technology (0)
23: The Limits of Your Growth (0)
22: The Fallacy of Cost Savings (0)
21: Don’t Get Cute (0)
20: 26 Ways to Create a Preference for You and Your Solution (0)
20: The Hug Test or Arm’s Length – Episode 129 (0)
20: What If Your Competitor Is Willing to Do What You Will Not – Episode 137 (0)
19: You Have to Pay for Your Competitive Advantage (0)
19: Protecting Your Culture from Negativity, the Only Cancer That Spreads by Contact – Episode 132 (0)
19: Pipeline Reviews Are Not Opportunity Reviews – Episode 141 (0)
18: Target, Pursuit, Nurture, Measure (0)
18: Your Transactional Sales Job Is Already Gone – Episode 140 (0)
17: Why Technology Comes Last (0)
16: Proactive Opportunity Creation and Reactive Opportunities (0)
16: Listen to People With Ideas With Which You Disagree – Episode 139 (0)
16: Nigel Green on Listening Skills for Salespeople – Episode #90 (0)
15: The Business Acumen Gap (0)
15: Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89 (0)
15: The Lost Art of Closing Galleys Arrive – Episode 134 (0)
15: Team Selling, Group Performance Dynamics, and the Power of Tightly Knit Sales Teams, with Michael Dalis – Episode #88 (0)
15: Sell the Process and Then Your Solution – Episode 135 (0)
14: Your Name Is On It (0)
14: Why You Can’t Match Your Irrational Competitor’s Price – Episode 136 (0)
14: Your Willingness is the Variable – Episode 138 (0)
13: Why Change and Why We Need to Change (0)
13: You Need More Focus on Opportunity Creation – Episode 130 (0)
12: Your Operations Team Is Not Prospecting For You (0)
12: Asking Tough Questions Makes You a Trusted Advisor – Episode 131 (0)
12: Do the Work – Episode 133 (0)
11: All Deals Are Not Created Equal (0)
10: Deciding to Say No In Advance (0)
09: You Need Enough Matches to Create Enough Fire (0)
08: The One Thing You Should Learn from Jack Welch (0)
07: The Problem with Managing Only Activity (0)
06: If You Are a Farmer (0)
05: How Are You Going to Lose (0)
04: Fast Rapport Skills (0)
03: How To Deal With People That Annoy You (0)
02: Big Companies Do Not Have It Better (0)
01: The Death of the Death Of (0)

May 2017

31: The Leadership Playbook: Leaders Must Make Hard Decisions (0)
30: Eliminating the Sources of Negativity (0)
29: Resetting the Relationship When You Are Not Glorified Support (0)
27: The Hustler’s Playbook: Stop Being Passive and Stop Settling (0)
26: How To Sell Something New (0)
25: Will You Be Disintermediated (0)
24: A List of Things Artificial Intelligence Will Not Replace (0)
23: How to Get More Referrals (0)
22: How I Decide Who To Interview for Sales Roles (0)
22: An Inordinate Investment in Yourself – Episode 126 (0)
21: Are Buyers Really Better Educated? (0)
21: The Only Three Choices for Underperformers – Episode 127 (0)
21: New Graduates Should Start in Business In Sales – Episode 125 (0)
21: Blocking Time to Block Time – Episode 124 (0)
20: Nothing Works All of the Time (0)
20: We Put This Project on Hold – Episode 123 (0)
20: How to Get Chops – Episode 122 (0)
19: Why You Must Plan Your Sales Calls (0)
19: The Evolution of Sales Mediums – Episode 121 (0)
19: Claire Diaz-Ortiz on The Mentoring Process And The Power of Mentoring – Episode #87 (0)
19: Activity Cures Activity Problems – Episode 112 (0)
19: Math Doesn’t Care (0)
18: Be Agnostic to Prospecting Mediums – Episode 120 (0)
17: Discipline Never Ends (0)
17: On a Trip to Orlando – Episode 119 (0)
16: It Cannot Be All About You (0)
16: The New Q and AI Format – Episode 118 (0)
16: Detrimental Reliance on a Subject Matter Expert – Episode 117 (0)
15: A Drag on Your Success (0)
15: Leaders Make Decisions – Episode 116 (0)
15: If You Hate Mondays – Episode 115 (0)
14: Why C-Level Executives Should Take More Meetings With Salespeople (0)
13: Understanding Why Your Price Is Higher Than Your Competitors (0)
13: Sometimes and Always – Episode 114 (0)
12: Opportunity Creation and Opportunity Capture (0)
12: You Own the Outcomes, Not the Transactions – Episode 113 (0)
12: You May Not Be Money Motivated – Episode 71 (0)
11: Spending Time in the Woodshed (0)
10: 199 Bad Sales Calls and 1 Good One (0)
09: Change Your Decisions, Change Your Trajectory (0)
08: For All You Know (0)
07: The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy (0)
07: You Transfer Your Beliefs to Your Prospects – Episode 111 (0)
06: The Hustler’s Playbook: Stand Your Ground, Come What May (0)
06: Why Operators Don’t Sell – Episode 110 (0)
06: Membership in the Tribe – Episode 108 (0)
06: Final Thoughts on Outbound – Episode 107 (0)
05: Your Salespeople Are Shrewd Negotiators (0)
05: Signing the Front or the Back of a Paycheck (0)
05: The Big Lie – Episode 109 (0)
05: How Leaders Can Overcome The Leadership Gap, with Lolly Daskal – Episode #86 (0)
04: Behind the Scenes of OutBound – Episode 105 (0)
04: Rules Based Companies and Values Based Companies – Episode 104 (0)
03: Marketing Needs to Focus on Opportunity Creation, Not Leads (0)
03: It’s Not Your Business What People Think About You – Episode 103 (0)
03: Evolving Sales Language and Resolving Concerns – Episode 102 (0)
02: Speed to Results Matter. Change Now. (0)
02: Committed to Your Excuses or Your Goals – Episode 101 (0)
02: Every Day – Episode 100 (0)
01: The Leadership Playbook: What A Leader Does (0)
01: Why You Need An Equal Amount of Discipline to Match Your Autonomy – – Episode 99 (0)
01: How You Lose Control of the Process – Episode 98 (0)

April 2017

30: Deciding What Your Story Means (0)
30: Fundamentals and TOSG at 6 Months Old – Episode 97 (0)
30: Why C-Level Executives Don’t Care About You – Episode 96 (0)
29: The Demise of Cold Calling: A Rebuttal (0)
28: Your Quota and Your Real Goals (0)
27: New YouTube Format Q and AI (0)
27: What I Keep In My Journal – Episode 95 (0)
27: Don’t Work Too Hard and Other Bad Advice – Episode 94 (0)
26: Is Your “Why” Helping Your Clients (0)
26: Laziness Repels Success (0)
26: Awareness, Attachment, and Protecting Your Mindset – Episode 92 (0)
24: Bragging Rights (0)
23: Do You Deserve Your Client’s Loyalty? (0)
22: Email Is A Series of Commitments Made For You (0)
21: The Clock Is Working Against You (0)
20: How to Be a Yes Woman (or Man) (0)
19: Play the Game Anyway (0)
18: Do the Work You Are Capable Of (0)
17: Arguing Is Alienating (0)
16: Why I Won’t Participate In Anti-Phone Content (0)
15: The Ways Adversity Can Hurt You (0)
14: Irrational Competitors and Irrational Buyers (0)
14: Why Do My Salespeople Turnover? (0)
13: The Real Disconnect Between Sales and Marketing – Episode 89 (0)
12: Algorithms, Rules, Values, and Artificial Moral Intelligence (0)
12: The Buyer’s Process Will Beat You – Episode 88 (0)
11: The Relaunch of The Only Sales Guide at 6 Months (0)
11: A Travel Day to Miami – Episode 87 (0)
10: A List of Negativity Tells (0)
10: Omaha with Mark Hunter – Episode 86 (0)
09: Don’t Wait. Create Opportunities. (0)
09: How Are They Succeeding When You Are Not? – Episode 84 (0)
09: On the Road and Jeb Blount- Episode 85 (0)
08: The Only Thing That Improves Sales Results (0)
08: The Trusted Advisor Equation – Episode 83 (0)
07: Abraham Lincoln and the First Four Hours Sharpening Your Axe (0)
07: Why Don’t They Want You On Their Team? – Episode 82 (0)
07: Artificial Intelligence in Sales – The Sales 3.0 Revolution, with Gerhard Gschwandtner – Episode #85 (0)
06: You Want a Conversation (0)
06: Your Unrealistic Expectations for Email and Voice Mail – Episode 81 (0)
05: The Digital Transformation, Creators, and Consumers (0)
05: Jeb Blount’s Sales EQ – Episode 80 (0)
04: Your Metrics Are Your Own (0)
04: These Will Not Get You Paid – Episode 79 (0)
03: 10 Half Truths About Sales (0)
03: Why Drill a Hole At All? – Episode 78 (0)
02: On Those Who Say You Can No Longer Succeed in Sales (0)
02: Why Salespeople Fail – Episode 77 (0)
01: Working Harder Won’t Kill You (0)
01: Choosing the Right Medium – Episode 76 (0)

March 2017

31: Aggregate Tasks and Build Momentum (0)
31: 5 Ways You Need to Invest In Yourself – Episode 75 (0)
30: The New Sales Roles Are Taylorism Taken Too Far (0)
30: Stop Looking for Answers Here – Episode 74 (0)
30: Are Salespeople Born or Made? – Episode 91 (0)
29: Markets Torn Asunder (0)
29: How to Tell If Your Hustle is Weak – Episode 73 (0)
28: Are You Motivated by Comfort? (0)
28: Why You Have to Sell Better Now – Episode 72 (0)
27: An Excellent Command of the Art of Sales (0)
26: 1,000 Decisions, Well or Poorly Made (0)
25: The Hustler’s Playbook: Education Over Entertainment (0)
24: A Lead Is a Lottery Ticket (0)
23: Things I Admire In a Sales Force (0)
22: Don’t Be a Red Shirt (0)
21: You, Advisor. (0)
20: Pitchy No Value Prospecting (0)
19: Dealing with Your Irrational Competitor (0)
19: None of This is Easy – Episode 70 (0)
18: The Hustler’s Playbook: Whatever It Takes (0)
18: Start Advising Before They’re Your Client – Episode 69 (0)
17: A Note About My Parents (0)
17: A Plan to Follow Up – Episode 68 (0)
17: The Sales Mindset Of A Top Salesperson, with Lee Bartlett – Episode #84 (0)
16: Impeccable With What You Do Control (0)
16: How To Become A Trusted Sales Advisor & The New Sales Imperative, with Nick Toman and Brent Adamson – Episode #83 (0)
16: Invitation to OutBound Atlanta 2017 – Episode 67 (0)
15: It’s Not a Secret. It’s Just Something You Won’t Do. (0)
15: The Importance of Rehearsal – Episode 66 (0)
14: So Good It Sells Itself (0)
14: The Only Two Business Strategies – Episode 65 (0)
13: Stop Complaining That You Have Clients (0)
13: Show Horse or Plow Horse – Episode 64 (0)
12: If You Want Consensus, You Need Perspectives (0)
12: Creating Intimacy at Scale – Episode 63 (0)
11: You Don’t Sell Over Email (0)
11: My Cold Calling Works. Your Cold Calling Doesn’t Work – Episode 62 (0)
10: Selling Better: A Thought Experiment (0)
10: The Debate Over Social Selling or Cold Calling – Episode 61 (0)
09: Make Better Decisions About Where You Spend Time (0)
09: See Something In Someone Else – Episode 60 (0)
08: Why Johnny Can’t Sell (0)
08: What Do You Do With Nightmare Clients? – Episode 59 (0)
07: The Care and Feeding of Strategic Clients (0)
07: Only Action Moves You Forward (0)
07: How Selling Is Like the MMA – Episode 58 (0)
06: Change Your Approach – Episode 57 (0)
05: OutBound Conference – Atlanta 2017 (0)
05: The Most Underrated Strategy – Episode 56 (0)
04: The Hustler’s Playbook: How to Buy Your Success (0)
03: Who and What You Need to Understand to Build Consensus (0)
03: You Don’t Fail Because You Can’t. You Fail Because You Won’t – Episode 55 (0)
03: Jeff Shore on Deeper Meaning in Life and Business – Episode #82 (0)
02: Hard Work Beats Lazy Talent (0)
02: The Three Types of KPIs You Need – Episode 54 (0)
01: What If You Bought In (0)
01: Dealing with Call Reluctance – Episode 53 (0)

February 2017

28: If You Are Going to Lose, Throw the Hail Mary Pass (0)
27: The Sales Improvement Catwalk and Its Supermodels (0)
26: Be Flexible In Your Approach to Selling (0)
25: The Willie Sutton Strategy (0)
24: How Your Dream Client Perceives You (0)
24: Mark Schaefer on Becoming Known Instead of Becoming Famous – Episode #81 (0)
24: The Cheapest Sales Force is the Most Expensive Sales Force – Episode 51 (0)
23: Categories and Tags in Your CRM (0)
23: Fast When You Should Be Slow. Slow When You Should Be Fast – Episode 52 (0)
22: They Say Imperative. I Agree. (0)
21: The Eisenhower Matrix for Sales (0)
21: Value Is What Something Is Worth – Episode 50 (0)
20: Their Grass Is Not Greener (0)
20: What Entrepreneurs and Small Business Get Wrong – Episode 49 (0)
19: Sell Like a Human (0)
19: Massive Action Now – Episode 48 (0)
18: The Hustler’s Playbook: Success Is Not a Happy Accident (0)
17: On Refusing to Take In New Information (0)
16: The Leadership Playbook: Focus on the Problem, Not the Person (0)
16: How to Build a List of Dream Clients – Episode 47 (0)
16: What’s On Your Highlight Reel? – Episode 46 (0)
15: Why You Have a Time Management Problem (0)
15: How To Process Email Twice a Week – Episode 45 (0)
15: Targets Are Greater Than Leads – Episode 44 (0)
14: If You Are Waiting for Your Prospect to Get Back with You (0)
13: Why Would Your Dream Client Think of You Now? (0)
13: Disciplines and Goals – Episode 43 (0)
13: How to Maintain Your Prospecting Discipline While Winning Big Deals – Episode 42 (0)
12: Start Un-Investing (0)
11: What Your Rejected Email Really Means (0)
10: True But Partial (0)
10: Success Is Keeping Score – Episode 41 (0)
10: Subir Chowdhury: Make the Difference You Are Meant To Make – Episode #80 (0)
09: Turning Over Rocks (0)
08: Deposits Before Withdrawals (0)
07: How I Process Email Twice a Week (0)
07: What Is Your Grade for Effort? – Episode 40 (0)
07: When You Should Give Up on a Prospect – Episode 39 (0)
07: The One Process You Need to Increase Sales – Episode 38 (0)
06: The Best Part of Selling (0)
06: Leave a Voicemail Message – Episode 37 (0)
05: Will Yourself To Do the Work (0)
05: How I Know If Your Sales Force Will Transform – Episode 36 (0)
04: The Theorist and the Practitioner (0)
04: You Are the Value Proposition – Episode 35 (0)
03: Five Ideas You Need to Succeed in Sales Now (0)
03: When Your Dream Client Complains About Your Competitor – Episode 34 (0)
03: Macro Management and Micro Management – Episode 33 (0)
02: What’s New or What’s Right? (0)
01: Things You Do Not Have Time Not to Do (0)
01: If Your Dream Client Could Produce the Results They Need Without You – Episode 32 (0)

January 2017

31: What You Hear and What Isn’t Being Said (0)
31: Everything Is Your Fault – Episode 31 (0)
31: Control the Process – Episode 30 (0)
31: What I Think About The Challenger Sale – Episode 29 (0)
30: The Triumphant Return of Cold Calling (0)
30: Action Is Better Than No Action – Episode 28 (0)
29: How to Work Like You Are Running Out of Time (0)
29: Go to Work to Work – Episode 27 (0)
28: The Hustler’s Playbook: The Little Things Are the Big Things (0)
28: Creating a Preference for You and Your Solution – Episode 26 (0)
27: Match Your Actions to Your Outcomes (0)
27: An Invitation to the 2017 Virtual Sales Kickoff – Episode 25 (0)
26: 10 Qualities That I Admire In Others (0)
26: The Negativity Fast Challenge – Episode 24 (0)
25: The Leadership Playbook: Macro-Management and Micro-Management (0)
25: How to Make Closing Easy – Episode 23 (0)
25: In the End, There Is No Better Strategy (0)
24: How I Published The Only Sales Guide You’ll Ever Need – Episode 22 (0)
24: How to Create a Preference for You and Your Solution (0)
23: Two Questions on Competitive Displacements – Episode 21 (0)
22: What Mostly Prevents Better Sales Results (0)
21: The Hustler’s Playbook: You Are Ready To Start Now (0)
20: Tomorrow Starts Today (0)
19: Who You Are Matters More Than What You Do (0)
18: Reduce the Commitment Level (0)
17: You Get to Play. You Don’t Get to Automatically Win. (0)
17: If You Want More Time – Episode 20 (0)
17: Fast is Slow (In Human Relationships) – Episode 19 (0)
16: Things That Level the Playing Field in a Competition (0)
15: The Hustler’s Playbook: How to Be Motivated (0)
15: How To Motivate Yourself – Episode 18 (0)
14: Caring is a Super Power (0)
14: Intentional and Opportunistic – Episode 17 (0)
13: Activating Your Ever Present Abilities (0)
13: Hector LaMarque On Building The Leadership Skills That Bring Success – Episode #79 (0)
13: Beating Good Enough – Episode 16 (0)
12: Why I Started a YouTube Channel (0)
12: How You Create the Need to Follow Up (0)
12: Have You Changed Enough to Ask Your Client to Change – Episode 15 (0)
11: Fearing the Wrong Danger – Episode 14 (0)
11: The Road to Transformation – Episode 13 (0)
10: 1 Comes Before 2 (0)
09: Increasing Your Capacity For Hard Work (0)
09: How to Be Super Productive – Episode 12 (0)
08: Who Helped Me Most in 2016 (0)
08: Internal and External Locus of Control – Episode 11 (0)
07: Two Exceptional Traits of Great Salespeople (0)
07: Podcast Preview – Episode 10 (0)
06: Your Goals and Your Effort (0)
06: Advice and Opinions – Episode 9 (0)
05: 3 Reasons You Are Not Producing the Results You Want (0)
05: If You Are Being Out-Hustled – Episode 8 (0)
04: This Is an Invitation (0)
04: You Are Not Being Rejected – Episode 7 (0)
03: 52 Monday Mornings (0)
03: Make Your Calls – Episode 6 (0)
02: Focus Is the New Currency of Success (0)
02: What I Am Reading in 2017 – Episode 5 (0)
01: Shore Up Your Deficiencies – Episode 4 (0)
01: My Three Words for 2017 (0)
01: How You Are Perceived – Eisode 3 (0)

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