Latest from The Sales Blog

It’s easy to love winning a deal, especially if you happen to be naturally competitive. You acquire a new client, your client gets the results they need, and as a bonus, you beat your rival. The same dynamics make it son to hate losing, especially…

A friend asked me to describe to him exactly how selling works. To answer the question, we do need to look at how a very simple, straightforward, and transactional sale works. But we also need to explore more complex sales. Each section here…

Everything starts with your mindset, what you believe, and how you frame the things you experience. Many years ago, I was training to ride a bicycle across Death Valley. The total distance was two hundred miles. I rode one hundred miles every…

In one of Napoleon Hill’s books, perhaps Think and Grow Rich, there is a cartoon of a man standing in front of a wood-burning stove. He’s holding logs in his arms and is saying to the stove, “Give me more heat, and I will give you more…

I rarely write about current affairs. I prefer to write about ideas that I believe will stand the test of time, work that will be useful in the future. I stay away from “newsjacking” and “clickbait,” strategies that get attention for…

If you possess only this one thing, you have everything you need to be grateful. The one thing that provides you what you need most of all is unconditional love from one person. Unconditional love from more than one person creates an overwhelming…

Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven track record in sales, someone who knows how to create the exact results they need from the team they will lead. The logic…

Both buying and selling are becoming increasingly difficult, especially when decision-makers and decision-shapers must navigate disruptive events that make certainty a challenge. I’m sure you have seen this inside your own company, as well as at…

Every so often, a salesperson sends me an email to admit that they have waited too long to reach out to their clients. They normally ask me what they should do, since they aren’t exactly sure how to make the call and they are worried about what…

You’ll always feel some trepidation when your company asks you to sell a new solution, especially one that hasn’t been tested enough to give you confidence. The last thing you want to do is cause a big enough problem that might cost you the…