Have you ever walked out of a sales call, jumped in your car, and entered the freeway on your way back to the office only to realize that you left the client’s office without asking them something crucial to what comes next in the sales…

Playing the game is not the same thing as playing to win. You can play the game, simply going through the motions, without intention, without being mindful, and without a spirit of competition (found in this book). This is nothing more than…

Here is a shorthand for thinking about the differences between transactional sales and complex sales:

• Transactional sales have a high frequency and low significance, which means when a prospect makes the decision all the time without any…

There are many mistakes one might make when provided with a lead.

You could believe that the lead isn’t qualified simply by looking at the company’s name, the size of the company, or the person’s role within their organization, projecting…

This is an age of constant, accelerating, disruptive change, much of it providing an improvement, but as much causing damage the extent of which won’t be clear until some time later. When the world seems to be spinning ever faster, there are…

I just heard from some friends who attended what was supposed to be a big sales conference. They texted me from inside the conference to tell me that it was one giant commercial with the speakers pitching from the stage.

Sadly, this isn’t at…

If you missed the Sunday newsletter, you may not be familiar with the concept here. The idea is that you should allow Future You to make the decisions as to what Present You does with your time. Future You knows what you are going to regret doing,…

Those who achieve their goals don’t wait for motivation, intrinsic or extrinsic.

Not External

They don’t wait to be inspired by some larger-than-life figure who seems to have all the answers to life’s biggest questions. They don’t look…

The value of your solution was enough to win your dream client’s business and their loyalty. But value is sometimes subject to entropy, or deterioration in effectiveness over time.

Solving the Last Problem Doesn’t Solve the Next

When you won…

If you look at a list of tasks, you will notice that each task is something you need to do or something you have been asked to do, each sitting on a line of a page with a check box next to it, or instead in a software program with a similar…