The reason I created the Outcomes Planner is that Time Management (which is really “Me Management”) is the difference between success and something less. Being able to know what your most important outcomes are and devoting your time and energy…

The loudest voices on the social channels will tell you the largest change in sales is the advent of those same social channels. They are all hyped up on digital transformation and social selling and all the shiny, digital objects that capture…

The CRM doesn’t get near the respect it deserves. Far too many salespeople believe that the only purpose it serves is to act as Big Brother, watching their even move, monitoring what they are doing—and more often, what they are not doing (as a…

Because we live in an age where the digital tools provide infinite distractions, it is easy to get drawn away from your work by visual, audio, and written content designed to amuse and entertain you. Even though the social channels can be used for…

Let’s say your sales results are off by 50 percent. You are literally producing half of your number. There are a few things you can do to improve your results and close the gap.

First, you can double your activity. You can do twice as much work,…

Do less worrying about what might go wrong and do more of what is necessary to give yourself every advantage when it comes to the results you want.

Do less thinking about what happens if you fail and turn your focus to what you will learn that…

Where you start a conversation with your dream client matters a great deal. How and where you begin is going to create an impression and set the stage for who you are, the value you create, and whether or not you are relevant—and if you prove…

I’ve spent a lot of time thinking about my successes and failures in sales. I've come to the realization that in many cases it was my salesmanship that won deals. I'm not sure exactly what percentage of deals were won by my salesmanship alone, but…

The more businesses move to transactional models with no human interaction, the more human interaction is going to be a competitive advantage. When caring is absent, caring becomes a defining differentiator. If you have ever needed help from the…

The very idea of discovery has changed over the last decade. As discovery was trained and taught in the past, the outcome was to uncover the client’s pain or dissatisfaction. While that is still good and useful, it’s now equally—or in many…