The short answer to how to become a lifelong learner is never to stop learning. The question is valuable enough to deserve a more extended explanation and practical advice on the specifics.

Shore Up Your Weaknesses

If you are going to spend…

Today, October 11, 2019, marks three years since I published my first book, The Only Sales Guide You’ll Ever Need. My primary outcome when writing this book was to ensure that it would stand the test of time (which is why I don’t follow fads…

The statistics on employee engagement are not good. They often show that a large part of the workforce as actively disengaged, and many passively seeking a new opportunity. Much of what people write about employee engagement puts the onus on the…

You will inevitably run into clients who, as Oscar Wilde described the cynic, “knows the price of everything and the value of nothing.” These prospective clients view everything through the narrowest possible lens, believing that a lower price…

There are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of…

How do you decide what to do with your time when confronted with more projects and tasks than one might easily complete in a full quarter of work? Fortunately, not all projects and tasks are equal, allowing you to make values-based decisions to…

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about their company and how their product might help…

Many people leave a job believing they will be leaving their problems only to find the same challenges somewhere else. When this isn't true, the person who goes because they think it will be easier to work somewhere else is often surprised to find…

You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you Continue Reading

The proliferation of tools, apps, and modern business practices has increased the number of distractions with the power to interrupt your work to a number just shy of infinite. When email was new and novel, a chime to notify you of a new message…