Archives 2019
March 2019
- 17: What I Learned Taking My Kid to See KISS
- 16: How to Start a Mastermind Group
- 15: Give Your Dream Clients More Time
- 14: Don’t Stop Focusing on the Top of the Pipeline
- 13: Taking Off the Training Wheels
- 12: Create an Asymmetrical Advantage in Sales
- 11: The Ultimate Guide to Productivity
- 10: Will You Move the Needle in Sales Today?
- 09: What Are You Willing to Do Differently?
- 08: The Two Types of Hunger
- 07: Small Decisions, Repeatedly Taken
- 06: If You Are Going to Talk a Big Game
- 05: Stop Apologizing for Calling Your Dream Client
- 04: Losing Isn’t a Sales Style
- 03: How to Bank Your Insights and Ideas for the Future
- 02: The Friend Zone in Sales
- 01: Pushed Deals Didn’t Cause You To Miss Your Goal
February 2019
- 28: Negative Friction and Positive Friction
- 27: Why You Didn’t Succeed Today
- 26: The 7 Calls You Need to Make Now
- 25: Why I Do a Virtual Sales Kickoff Every Year
- 24: Unforced Sales Errors
- 23: Some Sales Aphorisms
- 22: What You Find on the Extra Mile
- 21: The Need for Strong Biases in Sales
- 20: When Your Prospect Steals Your Idea
- 19: Efficiency is Visible in Your Win Rate
- 18: Don’t Allow Work to Get In the Way of Your Real Work
- 17: On Civility and Politics
- 16: 11 Ways You Give Up Control of the Sales Conversation
- 15: Stop Sending Prospecting Emails Before Calling
- 14: You Don’t Get Paid for Giving Up
- 13: Lead Your Client in the Sales Conversation
- 12: Perceived Risks and Real Threats
- 11: Sales Is the Free Exchange of Value
- 10: Ask to Correct Your Mistake before Losing a Deal
- 09: What I Talk About When I Talk About Playing to Win
- 08: Evolving Thoughts on Transactional versus Complex Sales
- 07: The Cardinal Sin When It Comes to Leads
- 06: Hold These Constant
- 05: OutBound and the No Pitching Rule
- 04: Future You and Present You for Salespeople
- 03: Don’t Wait for Motivation
- 02: Why Value Degrades Over Time
- 01: How to Prioritize Your Work
January 2019
- 31: Controlling the Nonlinear Sales Conversation
- 30: 4 Mistakes You Make When Raising Your Prices
- 29: How to Improve Your Confidence as a Consultative Salesperson
- 28: Things That Are Not (Necessarily) In Conflict
- 27: Declutter Your Task List
- 26: Linear Tools for a Nonlinear Conversations
- 25: What To Do When You Don’t Feel Like Working
- 24: Any Problem You Repeatedly Experience Means You Are the Problem
- 23: All the Levels of Value Matter
- 22: Would You Trade Efficiency for Effectiveness
- 21: What You Say Isn’t What I Hear
- 20: Your Loyalty Is Required
- 19: Things No Salesperson Should Ever Do
- 18: Things Every Salesperson Should Know How to Do
- 17: How I Make Maps
- 16: Allowing Issues to Find Their Way to the Highest Level of Competency
- 15: How Much Ground Have You Covered?
- 14: Something More Than Competent
- 13: Focus on the Few Things That Actually Matter
- 12: A Set of Personal Metrics
- 11: How To Recession Proof Your Business
- 10: The Right to Be Consultative
- 09: How Do I Make This Better?
- 08: Be Your Own Tyrant
- 07: Your Reports Create Awareness Not Accountability
- 06: Choosing Exactly How Your Life is Difficult
- 05: It’s Not the Tools or Technology
- 04: The Measure of a Quality Sales Call
- 03: How to Make the Most of Your Sales Kickoff Meeting
- 02: Would Your Clients Even Miss You
- 01: My Three Words for 2019
