I Pitched My Book Wrong – Episode 183
This book is a program, not just a book. I should have pitched this differently. Continue Reading
Latest from The Sales Blog
Communicate Your Real Intentions Instead of Checking In
You are not checking in.
- You are calling your prospective client to schedule a meeting to get the opportunity you were working on back on track after they missed a commitment and went dark.
- You are calling to schedule a meeting to have…
Expecting Too Much from a Prospecting Medium
The idea that a phone call and a voice mail message is going to compel your prospective client is expecting too much from the medium. I am romantic about the phone and the speed at which it produces new opportunities, but not so much that I…
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Why Sales Is Not a Science – Episode 181
Sales is not a science. You cannot repeat a process and have 100% certainty that you get the same outcome. Sales is an art, but that doesn't mean you shouldn't follow a process or methodology. Continue Reading
The Keys to Damaging Relationships
If you want to know how you lose important relationships, including critical client relationships, here are some of the reasons.
- A Lack of Integrity: There is nothing faster or more effective at damaging relationships than a lack of
You Are Not Defined By Your Problems. You Are Defined By Your Response.
You should never be upset about the things that happen in the normal course of business. You should take these things seriously, and you should do your best to try to prevent the things that go wrong—especially if they are systemic. But when the…
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Top Eight Activities for Salespeople on Monday Morning
Wait. Don’t open your email inbox. Don’t go straight into reactive mode, searching for something to do, and making your choice on what you feel like doing. Instead, do what's most important.
- Educate Yourself: On your way to work, listen to an…
How To Be More Productive Now
Productivity isn’t a measurement of the quantity of work done. That isn’t productivity. It’s efficiency at best, and busyness at worst. Productivity is measured by the value and quality of the outcome you produce. If you want to be more…
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A Book is the Best Deal on Earth – Episode 177
This video is about A Book is the Best Deal on Earth - Episode 177 Continue Reading
My Influences
Tom Peters
I didn’t read In Search for Excellence. By the time Tom Peters came into my awareness, he had just written The Circle of Innovation. It was through this book, published in 1997, that I came to understand that we live an accelerating,…
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