In an economic downturn, the objections you hear are different than what you hear when the economy is humming along nicely, making it easy for most companies to grow. In good times, objections usually mask a more significant concern, meaning that…
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In the first half of The Only Sales Guide You’ll Ever Need, I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach. Those…
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What if no one is coming to rescue you because you are supposed to be saving them?
What if…
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There is no way that we are going to spend the rest of our lives six feet apart from each other. That is no way to have dinner with friends, nor is it feasible for movie theaters or plays or concerts, all things that will return in the…
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Life is made up of seasons, some of which are more difficult than others. Even though the calendar says it is springtime, this season of your life and mine is winter. Winter is when things die for a time, always followed by a time where green…
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When faced with external events beyond your control, you can lose a sense of certainty, making it feel as if the ground as moving beneath you, and that you are losing your footing. When this is true, a focus on what is outside of your control—or…
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One of the critical tasks of a leader is communication. Were one to err in their communication, they would be better served by trying to communicate more frequently, with many leaders under-communicating because they believe everyone knows what is…
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Some people write, record, and publish ideas designed to empower you to act. There are others, however, who use the same mediums to disempower you to tell you that you cannot do something, suggesting that you shouldn't even try. You should ignore…
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Imagine you are driving over a mountainous landscape. You are on the backside of the mountain and declining, allowing the momentum to take over, turning off your engine because it isn’t necessary. As you start to level off, your energy is no…
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No one wants to have more meetings than is necessary. Everyone wants to avoid meetings where there is no plan and no real outcome outside of checking the box that the meeting was held. In business, and especially in sales, meetings are necessary,…
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