For a very long time, salespeople have been taught to start sales presentations with their company's story as a way to gain credibility with their prospective clients. Most of the slide decks provided by marketing departments and sales enablement…

Earlier this week, I published a post on What to Do When the World is on Fire, followed by a video on YouTube, titled "When Everything is On Fire. As much as I want to recount the points I tried to make about dealing with a crisis, I want to share…

Search the internet and the social channels, and you will no end of bad ideas and even worse advice. Some of the advice will be supported by "data," a survey used to prove the idea, even if it is weak, poorly constructed, and taken out of… Continue Reading

Your dream client went dark. You've emailed and tried to get them to reengage, but you've not been able to get a conversation or restart the sales conversation. As much as you want to believe it's the client, it's more likely your approach to…

Don't tell me what you think the market is going to do. Show me what's in your portfolio. - Nassim Nicholas Taleb.

A friend of mine was trying to hire a sales training company to help him improve his sales. He looked at several companies, and in…

At the time of this writing, there is a coronavirus of pandemic proportions spreading across the world. This virus is infecting many and taking the lives of some, especially the vulnerable. The stock market has been in free fall, and when it…

The idea that "sales is a numbers game" contains an absolute truth worth observing. The truth is that selling requires action or "activity" if you prefer. All things being equal, more activity is better than little—or no—activity. But activity…

There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these companies have decided to separate prospecting from the rest of the sales process, believing they will improve their sales…

You have one life. It is given to you free and clear of any obligation. Because this is true, you and you alone are responsible for what you make of your life while you are here. It is up to you how you design your life, what you do with it, what…

What follows is a riff on Dave Brock’s recent posts on failing and succeeding.

If you are innovating, it may make sense to fail often. But if your job is to win big deals, or something like that, there isn’t an upside to failing often. You are…