Latest from The Sales Blog

Regression is easier than growth.

It's easy to lower your standards, reduce your effort, and accept something that is "good enough," a standard you might describe as mediocrity or passable. It's much more challenging to envision a higher…

You don't want to be a vendor. The word suggests that you offer something for sale, like a vending machine. You also don't want to be a preferred vendor, even if that means your dream client gives you more of their business than someone else.

It…

Robin Dunbar is a British scientist. You may recognize the name if you are aware of one of his primary insights, something called Dunbar's number. Dunbar has studied evolution, including early humans and primates, and discovering human beings can…

There is a push for more people to work from home, the proponents suggesting it is better for the company, better for the employee, and better for the quality of their outcomes. They suggest that people who work from home have fewer distractions,…

Forces hiding in the shadows are now making moves that threaten you. Anonymous sources are reporting on their actions and plans, offering you a warning, and suggesting that you prepare yourself for a very different future, one that isn't going to…

What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…

This is no time to shrink. It isn’t time for you to allow yourself to get small. Even though the world has been on fire for months and it’s been difficult to do meaningful and purposeful work, it’s time to get back to normal.

How could I forget…

You have a specific experience. Let's assume it is a negative experience. You have to communicate this experience, so you create or find a concept to allow you to explain it to someone else, while trying to make sense of it yourself. Here is an…

A checklist does not only tell you what to do to create a specific result, but it can also put things in the right sequence. Here is a handy checklist you might use to help you pursue success with some practical notes to guide your journey.

Know…

Occasionally, after a salesperson has tried to acquire a meeting with their dream client, mostly having used email as the only mode of communication, they send their prospective client a "breakup letter." Sometimes the breakup letter looks like a…