Latest from The Sales Blog

The Gist:

• Salespeople who don't rehearse their language for common sales conversations are less effective than they would be with better language.
• These common conversations are mostly predictable and there is never a reason not to…

The Gist

• There are enormous differences between a salesperson and a consultative salesperson.
• Being truly consultative requires a modern sales approach and a number of higher-level competencies.
• The path to becoming consultative…

The Gist:

• Collecting more data increases the number of reports available, but reports are meaningless unless you do something with the information and insight they provide.
• Reports that are negative require action to improve the results.…

The Gist:

• You have the same twenty-four hours as every other human.
• You invest time when you do the things that are valuable to you and others, providing you a return on your time. You spend time when you waste it on things that provide…

The Gist:

• A vantage point is a place from which you can get a better view of something. Establishing a good one gives you a significant add-vantage.
• In sales, we use a number of conceptual frameworks, like a sales process and the buyer's…

The Gist:

• Some enemies of your "today" are self-imposed, like lacking a plan, goals, and priorities.
• Other foes include the distractions and interruptions that you allow to steal your time.
• Disciplines that keep you on point, like…

There are many things that can keep you small, preventing you from coming anywhere near your full potential. Some of them are the result of your environment, but most are the result of the decisions you make: show me your decisions, and I will…

The Gist:

• Prioritize the development of the individuals on your team.
• The most important factor in growing revenue is growing the people responsible for creating and winning deals.
• Improving certain critical competencies makes it easier…

The Gist:

• It’s natural for you to be paid for the value you create. More value, more compensation.
• Your contributions to your clients and your company are going to determine your compensation.
• The variability of compensation allows…

I don't write about politics, even though earning a Political Science major and a law degree exposed me to constant political arguments. My fundamental concern is not public policy but human effectiveness, particularly when it comes to leadership,…