Many things discourage initiative, one of the critical attributes of the mindset necessary to succeed in B2B sales (and just about anything else; see The Only Sales Guide You’ll Ever Need for more on this mindset). Certain behaviors repress and…

What if you didn’t have access to email as a medium available to you as a sales tool? What if you couldn’t send an email as a way to warm yourself up to make an unexpected phone call to your prospect to ask for an appointment? What if you…

When I was 16 years old, I skipped school to sleep in front of Buzzard’s Nest Records on Dublin-Granville Road. The closer you were to the door, the better your seats for whatever concert it was that you intended to attend. I showed up very…

It’s been said that you will become the composite of the books you read and the five people with whom you spend the most time. If you study the concept of memetics, the way ideas spread from person to person, you’ll find evidence to support this…

In sales, fast can be slow, and slow can be fast.

Even though you may be able to do the discovery work necessary to provide your dream client with the solution they need in a single meeting, the contacts you are meeting with may need more time to…

It is rare that I disagree with Dave Brock, and perhaps more frequent that he disagrees with me. When we disagree, it is mostly by degrees, and this time maybe only a slight bit more.

Dave’s post is titled Stop Focusing on the Top of the…

The first time buyers and users of your product or service or solution will be disappointed by the challenges and limitations of what you sell. Because they lack experience, they are easily frustrated, and they are susceptible to being wooed away…

Sales is a competition. It is also a zero-sum game. Most salespeople live in the Red Ocean, with fierce competition when it comes to acquiring and keeping clients. If this is where you live, then you would benefit from a plan to displace your…

A lot of people mistake being busy for being productive. You might get to cross 15 things off your To-Do List, but unless these items are directly related to sales, chances are you are being incredibly unproductive. Productivity is a measurement…

1. Do you have a list of strategic targets, or something I call dream clients that you are actively pursuing today? Are you working from a list of companies that will perceive what you do as massive, strategic value?
2. Do you have a call block…