Latest from The Sales Blog
A LinkedIn message in my inbox invited me to contribute to an eBook on ways you can prospect without having to make cold calls. I declined the invitation.
There are already too many voices telling you that you don’t have to do what you need to do…Continue Reading
Adversity hurts you if you accept it. It only beats you if you don’t push back against it, if you don’t push through it. If you accept that somehow, the tough hand you have been dealt isn’t a hand you can play, you have given adversity the…Continue Reading
Amy asks what the real disconnect between sales and marketing is now. It's about communicating the value that you create.Continue Reading
I have no way to know whether or not what was reported is true, but I read that an algorithm decided which passenger was to be removed from the United Airlines flight that caused such a stir. It makes sense to me that a computer would analyze the…Continue Reading
A bad buying process can beat a good salesperson. The way to increase your odds of winning is to control the process by gaining agreement on the commitments you need to win--and do your best work.Continue Reading
This is what a travel day to spend some time with the family looks like. A lot of travel, and a lot of editing.Continue Reading