Archives 2018
December 2018
- 31: Hurry Up Offense and Controlling the Clock
- 30: How To Reach Your Goals in 2019
- 29: My December 2018 Reading List
- 28: The Poverty of Words
- 27: The Here and Now Decision You Make
- 26: The Transformation of Sales Isn’t Digital
- 24: How You Will Fail as a Sales Manager
- 23: The Value In Challenging Yourself
- 22: Negotiating In Good Faith
- 21: Not Selling
- 21: James Clear: The Powerful Story Behind One Of The Best Books On Habits – Episode #128
- 20: Absence of Negative Isn’t Proof Of Positive
- 19: Ten Questions You Need to Ask When Planning Next Year
- 18: Stop Chasing What Is New and Start Chasing Impeccable Execution
- 17: A List of Rules for Sales Success
- 16: You Are the Protagonist
- 15: Why You Fail to Compel Your Dream Client to Change
- 14: Data, Insight, and Wisdom
- 13: Where There Is Smoke, There Is Fire
- 12: Ideas About How Sales Has Changed That Are All Played Out
- 11: Watch What You Say to Yourself
- 10: How To Make Good Choices in Sales
- 09: What Makes the OutBound Conference Different
- 08: Different Clients, Different Strategic Outcomes
- 07: Underestimating Progress
- 06: Why It’s Hard to Make Your Number In December
- 05: Being Comfortable With People Being Unhappy With You
- 04: Catastrophic Failures Are Not Single Events
- 03: Don’t Mistake the Example for the Principle
- 02: Some Rules for Self-Improvement
- 01: The Case for Traditional Discovery
November 2018
- 30: If You Would Give Anything
- 29: The Person In Front of You
- 28: How to Get Better Results from Your Outreach
- 27: Good Leads and Bad Leads
- 26: What the Mars Landing Says About Goals
- 25: An Overarching Strategy for Winning Deals
- 24: Why Salesmanship Matters
- 23: Managing By the Numbers Alone
- 22: On the Title, Cover, and Red Ocean Concept in Eat Their Lunch
- 21: The Only People Who Complain About Salespeople
- 20: When Do You Give Up on a Prospect
- 19: The Evolution of B2B Sales Transcends and Includes
- 18: How to End the Year Strong
- 18: Eat Their Lunch Audio Book Available Worldwide
- 17: Don’t Go Quarters Without Putting Up Points
- 16: Perfection Is Too Slow
- 15: Don’t Avoid Standing in the Fire
- 13: On Variable Compensation and Bad Sales Behaviors
- 13: Seth Godin on Being Market-Driven & His Latest Book “This is Marketing” – Episode #127
- 12: The Importance of Rehearsing What Could Go Wrong
- 11: Consultative Selling May Not Mean What You Think It Means
- 10: How to Make Your Deal Your Dream Client’s Priority
- 09: Multiplication Through Subtraction
- 09: The Top 5 Sales Skills of Modern Sellers, with Amy Franko – Episode #126
- 08: The Pattern of Sales Conversations and Variances Mistaken as Proof
- 07: Increase Your Focus on Targets
- 06: You Have the Watches. We Have the Time.
- 05: Competition is Individual, Not Situational
- 04: Competition Is Not Why Salespeople Behave Badly
- 03: Value Creation First. Rapport Building Second.
- 02: Keeping Score of What You Are Getting Right
- 02: Steven E. Landsburg on Philosophy, Economics, and Making Better Decisions – Episode #118
- 01: Integrity In Your Pipeline
October 2018
- 31: Training Your Prospect That You Will Go Away
- 30: Pay Attention to What Lasts
- 29: Not Competitors. Same Board.
- 28: Is Eat Their Lunch for You?
- 27: Reducing Friction and Creating Antifriction in Sales
- 26: Not Sales, Only Commentary
- 26: Jay Baer on How Talk Triggers Can Revolutionize Your Word of Mouth Marketing, Episode #117
- 25: Before You Start Your Side Hustle
- 24: When Consensus Ends in a No Decision
- 23: Playing the Hand You’re Dealt
- 22: Breaking the Addiction to the Social Apps
- 21: How to Become a Professional
- 21: What To Do With the Dash – Episode #125
- 20: It Has Nothing To Do With You
- 20: Chris Bailey on Focused Attention, Productivity Improvement, and His Latest Book – Episode #116
- 19: The Evolution of Sales Approaches Won’t End with Insight
- 18: The Lie That Relationships Don’t Matter in Sales
- 17: Your Life Needs a Compass Instead of a GPS
- 16: Recognizing You Are the Value Proposition
- 15: Offering Values-Based Decisions
- 14: How Professional Persistence Works in Sales
- 13: Mindset Nutrition
- 13: How To Scale the Unscalable
- 12: Why Do You Need to Follow Up?
- 10: How You Find the Difference
- 09: The Most Important Thing In Sales
- 08: Selling to Non-Prospects
- 07: The Most Difficult Mind to Change
- 06: Every Sales Call, Every Opportunity, Every Time
- 05: Sell the Process
- 04: If You Want More Sales, Pick Up the Phone
- 03: What Your Calendar Projects
- 02: Liars Leading with Lies
- 01: The Sequence In Which You Do Things Matters
September 2018
- 30: Excellence is Raising Your Standards
- 29: The Hustler’s Playbook: Paying the Price When It Is Unknown
- 28: Small Commitments Mistaken for Larger Commitments
- 28: Jennifer Gluckow on 5 Questions that Will Result in Better Sales – Episode #115
- 27: Executives and Their Proclivity to Change
- 26: Top B2B Sales Leaders to Follow
- 25: Naming the Sunday Newsletter
- 24: The Ultimate Guide to Cold Calling
- 22: Old School Tools Deserving of a Comeback
- 21: The Real Entrepreneur is a Plumber
- 21: Jeffrey Gitomer on Napoleon Hill’s Keys to Success in Life and Sales – Episode #114
- 20: What’s Changed in B2B Sales
- 19: Why You Are Overconfident in Your Forecast and What To Do About It
- 18: The Single Most Important Objection to a Meeting
- 17: The Difference Between Your Best Work and Punching the Clock
- 16: Lazy Prospecting
- 15: Unlocking New Choices in Sales
- 14: Why You Need to Displace Your Competitors
- 14: Tiffani Bova on Sales Optimization, The Buyer’s Journey, and Expanding Into New Markets – Episode #124
- 13: Helping Your Clients Understand Value
- 12: The Domestication of Buyers and Sellers
- 12: How to Be a Scrappy Upstart – Episode #123
- 11: How to Use LinkedIn Responsibly
- 10: How to Beat a Rigged System
- 09: You Are Right Now Creating Your AFTER Picture
- 09: Productivity Means Doing What Makes an Impact
- 08: Those Contributing to the Demise of LinkedIn
- 07: Negative People Don’t Know They Are Negative
- 07: Kevin Eikenberry on Effectively Leading From a Distance – Episode #122
- 06: On the Extraordinary Value of Self-Discipline
- 05: Dealing with Category 2 Problems and Challenges
- 04: How to Plan a Sales Call – Episode #121
- 04: The Value of a Meeting
- 04: How to Produce Results Faster
- 03: Disclose Your Pricing When Asked
- 03: How to Resolve Your Dream Client’s Concerns – Episode #120
- 02: Competing for the Real Value of a Deal
- 02: Thriving in the Red Ocean – Episode #119
- 01: How to Maintain Information Disparity
August 2018
- 31: You Need A Theory for Why Your Dream Client Should Change
- 30: How To Acquire the Ability To Advise Your Clients
- 29: Assessing the Value of Specific Sales Activities
- 28: My Books and Your Path to Modern Consultative Selling
- 27: Marrying Up the Sales Process and the Buyer’s Journey
- 26: Your Identity and the Stories You Tell Yourself
- 25: An Autobiography in Books
- 24: The Problem with Modeling Your Best Sales Reps
- 23: How You Lose Your Cultural Values
- 21: Is What You Sell of Vital Importance?
- 21: Do You Look Like the Answer?
- 20: The New Rules of Building Consensus
- 19: What Has Your Attention Isn’t What Needs Your Attention
- 18: The New Rules of B2B Sales
- 17: In Praise of the CRM
- 16: Deciding What Not to Do
- 15: Improve Activity or Increase Effectiveness
- 14: Do Less of This and More of That Instead
- 13: Why the Context of Your Sales Conversation Matters
- 12: The Value of Persistence in Sales
- 11: Picking Sides on the Future of Your Business
- 10: Leaving Room for Your Client to Discover Something About Themselves
- 09: Right Person, Wrong Role
- 08: A Book and Its Cover: The Lost Art of Closing at One Year
- 07: How to Retain Your Power in a Negotiation
- 06: Demands on Your Time Without Your Consent
- 05: The Lost Art of Closing for the One Call Close
- 04: The Hustler’s Playbook: Success Comes to Those Who Manage Themselves
- 03: Pull Your Weeds
- 02: Who You Are Is Who You Serve
- 01: 9 Reasons Sales Training Fails
July 2018
- 31: Magic Moments in Sales
- 30: The Data Lies and You Believe It
- 29: Choose Effectiveness over Efficiency When the Outcome Is Important
- 28: The Oppressive Nature of Being Always Connected
- 27: The Breakthroughs Before Your Breakthrough
- 26: Good Choices Make For Good Sales Results
- 25: The Leadership Playbook: The Two Ways a Leader Fails
- 24: A Tiny Dose of Poison Every Day
- 23: Why You Must Stay Alive in Your Dream Client’s Mind
- 22: Some Things That Were Lost Should Be Found
- 21: How to Be Passionate About Your Work
- 20: What’s New in This Version of You
- 19: How to Suffer in Sales
- 18: Not Everyone Needs to Be an Entrepreneur
- 17: How You Changed Your Client’s Perception
- 16: Why You Need to Be Exceptional Now
- 15: The Greatest Threat to Your Sales Results
- 14: Be the Protagonist in Your Story. Not the Extra.
- 13: How to Get What You Want
- 12: How to Acquire New Clients
- 11: Money Does Not Drive Bad Sales Behaviors
- 10: The Phone Is Still the Very Best Tool for Booking Appointments.
- 09: Mindfulness in Sales
- 08: The Well Known and Often Practiced Secret to Being Productive
- 07: In a Battle of Wills, Lose and Try Again Later
- 06: 5 Conversations Necessary to Making Your Forecast
- 05: Own Your Losses Against Your Competitors
- 04: Liberation Day
- 03: The Sales Improvement You Need Will Not Be Found in Tools
- 02: The Antidote to Hope is Action
- 01: On the Other Side of Change
June 2018
- 30: The Most Important of All Skills
- 30: ▶︎ The Phone and Cold Outreach Still Dominate – Episode #118
- 29: Why You Must Not Fear Your Client
- 29: Are You Really Responsible for Your Increased Revenue?
- 27: Setting Down the Old to Pick Up the New
- 27: Execution > Ideas Alone
- 26: Your Name Is Priceless
- 25: Better Results Require That You Change
- 25: Podcast: The Current State of Sales – Episode #117
- 24: An Inner Coach Instead of Inner Critic
- 24: The Voices In Your Head – Episode #116
- 23: 10 Negative Mindset Infections That Destroy Success
- 22: Good Salesperson, Inferior Product
- 22: Podcast: The Person Who Comes After the Person You Are Now
- 22: Christian Madsbjerg on The Social Environment of Business and Sales – Episode #115
- 21: A Focus on Inputs
- 21: Podcast: Closing Matters – Episode #114
- 20: Time Is Your Friend or Your Foe
- 20: Podcast: The Sales Process is Non-Linear – Episode #113
- 19: Conceding on Price and Establishing the Basis of Future Negotiations
- 19: The Four Titans Talk Objections
- 18: Be Less Busy and More Productive – Episode #112
- 18: The Difference Between Busy and Productive
- 17: How to Get Off of Your Back Foot
- 17: Go On the Offensive – Episode #111
- 16: The Leadership Playbook: Accountability and Consequences
- 16: How You See the World – Episode #110
- 15: You See What You Are Looking For
- 14: Why You Want Your Sales Manager to Ride Along
- 13: Do Something About the Single Obstacle Between You and Your Goals
- 12: 8 Ways to Start a Fight
- 11: Are You Getting Better At Selling?
- 10: How I Read Books Now: A Revision
- 09: 10 Things You Must Resist to be Successful
- 08: Do the Work Others Avoid
- 07: Differentiate Yourself and Your Offering Early or Sound Like Sour Grapes
- 06: Self Loathing Sales Experts
- 05: The One Technology You Should Invest In Now
- 04: Why You Need to Explore the Marketplace of Beliefs and Ideas
- 03: The Power in Clarity of Purpose
- 02: Being Overcommitted is a Sign of Being Uncommitted to Your Goals
- 01: The Cold Call Is Alive and Well
May 2018
- 31: The One Mistake That Indicates You Are Going to Give a Price Concession
- 30: 5 Reasons You Should Never Give Up Pursuing Your Dream Client
- 29: The Whipsaw
- 28: What Leadership Looks Like
- 27: How to Find the Meaning and Purpose in Your Life
- 26: An Open Letter to the Graduating High School Classes of 2018
- 25: Ground Yourself In What is Timeless
- 25: Tom Peters on How Moral Management Can Change The World – Episode #109
- 24: A Revision to Mindset, Skill Set, Tool Kit
- 23: Pulling Problems and Challenges Forward in Time
- 22: You Cannot Run Out of Ideas
- 21: On Being a Combative Diplomat
- 20: The Practicality of Being Positive
- 19: There Is No Buyer’s Journey in B2B Sales. There Are Journeys.
- 18: Sales Doesn’t Need to Become a Profession. It Already Is.
- 17: The Salesperson is Dead. Long Live the Salesperson.
- 16: Without a Sales Leader
- 15: If You Are Bored, Challenge Yourself
- 14: If You Believe You Will Be Disintermediated by Technology, I Agree.
- 13: An Open Note to My Mom on Mother’s Day
- 12: Look Backwards for Your Values and Virtues
- 11: If You Believed Google Duplex Was the Salesperson, You Weren’t Paying Attention
- 10: Google Duplex and the (Wholly Exaggerated) Death of the Sales Rep
- 09: It Matters How You Lose
- 08: On the Care and Feeding of Golden Geese
- 07: Hooray! You’re Average!
- 06: The Real Threat to Your Goals and Ambitions
- 05: You Are Still Whole and Unharmed
- 04: Dan Pink: Productivity Improvement Techniques, Chronotypes, and Napucinnos – Episode #108
- 04: Why Read Business Books
- 03: Avoiding Arrested Development
- 02: Why You Need to Be More Proactive
- 01: I Am Not Your Prospect
April 2018
- 30: How to Leverage Technology to be More Productive
- 29: Protect Your Mindset from Negativity
- 28: Why You Should Argue to Keep a Penny
- 27: You Are Hiding from Success
- 27: How to Develop Greater Influence in the Sales Process by Being a Go Giver Influencer, with Bob Burg – Episode #107
- 26: The Invisible Force Ruining Your Culture
- 25: How I Know You Are Not Productive
- 24: Reciprocity in Relationships
- 23: 8 Critical Pipeline Metrics You Need to Measure
- 22: Trust and Integrity Are the Currencies in Which You Trade
- 21: The 7 Fights You Must Win on Your Way to Success
- 20: You Can Do It. The Question is Will You?
- 19: Don’t Fake It Until You Make It
- 18: Are You the Dangerous Type?
- 17: Be Open to Having Your Views Shaped
- 16: You Are Not a Rainmaker. You Are a Rain Barrel.
- 15: A List of Sales Weaknesses
- 14: You Have the Raw Materials
- 13: A Few Words About My Friends
- 13: How to Make Strategic Decisions in Sales
- 11: Thoughts on the OutBound 2018 Conference
- 11: The Real Key to Speeding Up Sales
- 09: Wanting Your Yes More Than They Want Their No
- 08: First Wood. Then Heat.
- 07: The Price You Pay for Work-Life Balance
- 06: Cheap Is Expensive
- 05: The Truth About the Phone
- 04: A Letter to Executive Leaders About Unaddressed Operational Challenges
- 03: How to Trade the Most Debilitating Mindset for the Most Empowering
- 02: Attributes of Dream Clients and Nightmare Clients
- 01: You Can Contribute and You Can Make a Difference
March 2018
- 31: Why Outbound is Back in Fashion
- 30: How to Do Bad Sales Math
- 29: Personal and Professional Development Is Your Competitive Advantage
- 28: Strategic Investments or Tactical Price Reductions
- 27: How to Have Work-Life Balance
- 26: It’s Not Your Prospect’s Job to Call You Back
- 25: Give The World What It Rewards
- 24: Why Your Sales Forecast Is Always Wrong
- 23: You Know You Can Do Better
- 23: Steve Bryerton: How To Get 95% Accurate Sales Intelligence, Every Time – Episode #106
- 22: The Four Causes of Poor Sales Results
- 21: Parting with Your Dream Client is Such Sweet Sorrow
- 20: Increasing Your Level of Accountability
- 19: Success and Your Personal Leadership
- 18: Protect Yourself from Negative Infections!
- 17: You Don’t Need to Speak to the CEO
- 16: Moving Touches Closer Together
- 15: A List of Sales Improvement Frauds
- 14: Why the Negative Connotation Around Sales Is No Longer True?
- 13: Stop Selling to the Platonic Buyer
- 12: 7 Ways Your Dream Client Knows You Are Not a Peer
- 11: Spit Out The Bones
- 10: Bad Things Come to Those Who Wait
- 10: The Reason You Think No One Is Buying
- 09: Deb Calvert on How Truly Meaningful Sales Connections Happen Through Leadership – Episode #105
- 08: How You Know Your Excuses Aren’t True
- 07: Over-apologetic for Failures Outside of Your Control
- 06: Don’t Hate Your Operations Team for Struggling
- 05: How to Give Yourself More Time
- 04: Chasing Your Dream Client Across Time and Space
- 03: The Hustler’s Playbook: How to Love Your Life
- 02: What Have You Done This Week?
- 01: False Dichotomies in Sales Advice
February 2018
- 28: Three Elements Missing from The Only Sales Guide
- 27: How to Get a Meeting with Your Conflicted Dream Client
- 27: Cat Hoke: Transforming Hustlers Into Entrepreneurs – Episode #104
- 26: The Myth of Growth Hacking
- 25: How to Make Your Opportunity Your Client’s Priority
- 24: The Hustler’s Playbook: Progress Over Perfection
- 23: Things That Are Not B2B Prospecting
- 23: Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us About Success – Episode #103
- 22: You Can’t Have a Slow Day
- 21: Dashboards and an Abdication of Accountability
- 20: Dealing with Conflict Is Not Aggressive
- 19: When You Should Not Interrupt Your Dream Client
- 18: Restoring a Sense of Community
- 17: Knowing The Known Unknowns
- 16: Where Do Your Deals Come From?
- 15: Why You Should Start with Why Change, Not Why Us
- 14: How to Make Your Dream Client Want to Meet with You
- 13: The Care and Feeding of Your Pet Dragon
- 12: Defeating Your Confirmation Bias
- 11: The Power in Calling the Bottom
- 10: The Hustler’s Playbook: Starting Is How You Get Ready
- 09: The More You Treat People Like a Transaction
- 08: The Best Salespeople Are Combative and Collaborative
- 07: If You Want Opportunities, Go Get Them
- 06: If You Care About Your Clients
- 05: What Are You Saying No To?
- 04: The Modern Salesperson Isn’t Digital
- 03: On Charlatans and Other Con Artists
- 02: 10 Rules for Relationships Inside Your Company
- 01: How I Would Change Your Slide Deck
January 2018
- 31: The 52 Percent Subject Matter Expert
- 30: Help Your Client Move Faster
- 29: 5 Reasons You Haven’t Bought The Lost Art of Closing
- 28: Why Your Client Needs Your Help Buying
- 27: What You Resist Is What Most Needs Done
- 26: How to Develop a Patient Impatience
- 25: How to Measure Productivity in Sales
- 24: Buy the Dream or Do the Work
- 23: Not the Opposite
- 22: Your Lack of Engagement Kills Deals
- 21: Why You Need to Know What Your Competitors Do
- 20: Your Plan for Overnight Success
- 19: Why No One Wants to Buy Your Product
- 19: Derek Thompson on How Things Go Viral and The Science of Popularity – Episode #102
- 18: Move Upstream
- 17: See Something. Say Something.
- 16: How to Revise Your Beliefs
- 15: We Think Too Little of Mondays
- 14: When You Must Be Impartial
- 13: The Hustler’s Playbook: Eliminating Your False Beliefs About Work
- 12: When All of Your Eggs are in One Big Deal
- 11: Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101
- 11: Everything You Know About Sales Is Wrong
- 10: Avoiding Those Who Perceive Lowest Price as Value
- 09: A Few Observations About Sales and Salespeople
- 08: You Are Not a Machine
- 07: You Need to Execute What You Already Know
- 06: So You Want To Be a Trusted Advisor, Part II
- 05: The Discovery Misalignment
- 04: Productive Thinking As The Key to Greater Sales Success, with Tim Hurson – Episode #100
- 04: Type 1 and Type 2 Business Problems
- 03: A List of Variables to Success
- 02: What You Do This Week Matters
- 01: Three Words for 2018
