Or, an alternative title: Never Give Up Your Monday. Or Any Other Day.

I overheard a salesperson explain why they didn't call the client with whom they are engaged in a rather serious sales conversation. This salesperson's prospective client has…

Because I travel frequently, I download a lot of content. Most of the content I keep on my smartphone is video content from YouTube, which I treat as audio content. When I am traveling, I almost always have my headphones on, so I can block out the…

Desire to Win: You aren't going to win if you can live with a loss. You are not going to win if there isn't something burning inside you. The burning desire is the starting point of winning. You have to want it like you want your next breath. You…

We tend to think of selling as something one does, as a profession, a set of actions. We believe that anyone motivated to learn to sell can do so, and put our faith in sales processes and methodologies to produce a repeatable result. Now, because…

As I reflect back on the last ten years I have spent writing a daily blog post here, I am grateful for the friends I have made here, the people who read the Sunday newsletter each week and send me their notes and thoughts.

I am thankful for the…

You are always telling yourself and others stories. Those stories include the meaning you attach to your thoughts, beliefs, and experiences, and you may frame them as positive or negative or neutral. How you frame your views, beliefs, and…

Some salespeople still open the first meeting with a prospective client by sharing their company’s history as a way of establishing the right to be in the room with a decision-maker. They’ll also share the company’s locations and the names…

When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that salespeople are somehow getting worse. Maybe they are getting worse, perhaps they aren't. But if they are failing, pointing…

The most significant barrier to producing the results you want stares back at you from your mirror when you are brushing your teeth.

Because we are running headlong into a new decade, my focus is on the next ten years. It will be ten years ago on…

Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a "high ticket closer," an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever…