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…Continue Reading
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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.…Continue Reading
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…Continue Reading
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…Continue Reading
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.
Let’s go back…Continue Reading