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How and When to Engage with Client Problems

How and When to Engage with Client Problems

At the first sign of trouble, the salesperson who disappears has damaged their relationship and put future business at risk. It doesn’t seem to matter how or why the client is struggling to produce the results they were sold and promised. Much of the time, the client’s ...

Sounding the Alarm on Sales Effectiveness

Humans tend to get better at things over time. For example, if you were to need surgery, you’d be better off needing it now ...

On Publishing 5,000 Blog Posts

On the night of December 27, 2009, I set my alarm for 5:00 AM instead of 6:30. I told my wife, Cher, that I would be getting ...

Don't Give Up Too Soon

Some clients are more difficult to pursue. You can call, leave voicemail, follow up with multiple emails, and get no return ...

The Worst Kind of Leader

Leadership is too important to get wrong. From vision and results to culture and growth, leadership is a critical factor in ...
Information Disparity 2-part video series

The Single Reason You Can't Get a Meeting

To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide ...

How a New B2B Sales Rep Should Manage the Learning Curve

Some people believe salespeople are born, while others believe they are made. Thanks to certain personality traits, some ...

How To Take Notes on What You Read

I could read when I was three years old, thanks to my mother. From that point on, I have never been without a book. When we ...

What We Owe Each Other in Sales

Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the ...
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The Buyer's Burden

If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a ...

Why You Must Invest In Yourself

I’ve undergone two brain surgeries. The first was to glue a large mass of arteries and veins shut and the second was to ...

Why I Continue to Write by Hand

I will continue to write every post by hand, as I have done since December 28, 2009. Others will use newer technologies to ...

Your Buyer Wants to Discover Something in the Sales Conversation

It wasn’t the salesperson’s fault. He was young and unprepared, wearing a ball cap with his tech company’s logo and a ...
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How Many Deals Do You Have to Lose Before You Focus on Effectiveness

Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor ...

What Sales Leaders Owe Their Sales Force

Leaders often believe their team has everything they need to succeed. Occasionally, this is true, but when it isn’t, it can ...

Your Advice, Recommendations, and Confidence

All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. ...

10 Obligations You Are Responsible for in the Sales Conversation

You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have ...
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Your Effect and Sales Effectiveness

There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, ...

10 Variables Impacting Your Win Rates in B2B Sales

There are several variables that impact your win rates, and all of them are important to buyers. The best way to evaluate ...

The Cult of Sales Efficiency and the Cult of Effectiveness

The cult of sales efficiency worships at the altar of more, faster, and automation—the Gods they worship. They believe that ...

Your Value Proposition Isn't Valuable in an Early Sales Conversation

In two interactions in the past week, I listened to two salespeople who believed they were using their value proposition to ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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