I wrote my first book, The Only Sales Guide You’ll Ever Need, using a text editor called Ulysses. I wrote my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales using that very same app. To work with editors, I had to…

I still believe that you need business acumen and situational knowledge to create and win opportunities. I believe that you need to know things, to be your dream client’s peer, to think like a business person. (This is chapter 15 in The Only Sales…

The world has been spinning out of control since the world started spinning.

All forms of government have been prone to corruption, and they've been prone to overreaching since there have been rulers, even those that are democratically elected.…

Q: Why did you write The Lost Art of Closing?

A: There is a massive gap in the area of closing. The ideas that are available to salespeople no longer match the reality of selling today. The idea that the one final commitment is what is necessary…

A CEO called to hire me to speak to his sales organization. I was a particularly good fit, and we both agreed that my keynote was just the right message at just the right time.

As we talked about the event and the outcomes, the CEO asked me how I…

What is the size of your total addressable market? What percentage of that market is actively considering buying whatever it is that you sell? What percentage of those that are actively looking are considering buying from you?

Statistics on the…

Sales has no rules, and you have to know them all. You have to make decisions. You have to decide to act, or not act. You have to choose to pursue one strategy, or attempt a different one, never being 100 percent certain which, if either, leads to…

If you’re still approaching sales in the same way it was done 30, 20, or even 10 years ago, you won’t be successful. To understand how it has changed, let’s back way up and take a big picture, generational view.

1st Generation

Let’s go back…

For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. Instead, the role of prospecting has been handed off to SDRs or BDRs or some other title that covers the role of prospecting,…

One of the defining elements of this age is the screen. They’re everywhere. They are in your hand, next to your bed while you sleep, with you in the kitchen, on your lap while you are in front of the legacy screen that is the television, and…