Latest from The Sales Blog
There is this problem with heroes: they have flaws. No matter how much you want to believe that your hero is somehow a perfect version of a human being, over time, they often behave in ways that prove otherwise. They sometimes say things or do… Continue Reading
A lot of people talk about having empathy. But that isn't enough. You need compassion, the willingness to do soemthing about the challenges your clients are experiencing. Continue Reading
If you are going to ask someone for something, offer to trade value for what you want.Each day, my inbox delivers me requests from people I don’t know, have never heard of, and who don’t know me. These people make requests to be on the In… Continue Reading
Take control of the process and keep your deals progressing forward, and meet with the people who are at work while they have a smaller workload and more time for you. Continue Reading
If you are going to pursue your dream clients, you are going to have to persist over time. If you are going to get what you want in life, you are going to have to hear no and find a way forward. Continue Reading
You aren’t going to be Uber. Well, a few of you may be, but most of you will not. There are a lot of businesses that are being disrupted, and many more will be, but not all of those disruptions will result in an Uber (or something like it).
If you want to compel your clients to change, you have to know what's already compelling them--or what should be. Continue Reading