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 up early to give myself an extra 90 minutes to write and publish a blog post. Two writers I admire, Seth Godin and Tom Peters, regularly publish on ...
Some clients are more difficult to pursue. You can call, leave voicemail, follow up with multiple emails, and get no return ...
Leadership is too important to get wrong. From vision and results to culture and growth, leadership is a critical factor in ...
To succeed in sales, you need to be able to acquire a first meeting. That is your audition, and your contact will decide ...
Some people believe salespeople are born, while others believe they are made. Thanks to certain personality traits, some ...
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 ...
Occasionally, it is helpful to remember what we owe each other. The sales force has an obligation to their company, and the ...
If you believe that selling is difficult, try buying. To get a better sense of the buyer’s burden, draw on empathy, a ...
I’ve undergone two brain surgeries. The first was to glue a large mass of arteries and veins shut and the second was to ...
I will continue to write every post by hand, as I have done since December 28, 2009. Others will use newer technologies to ...
It wasn’t the salesperson’s fault. He was young and unprepared, wearing a ball cap with his tech company’s logo and a ...
Every day, salespeople lose deals. Sometimes, it’s because of an unforced error, and other times it’s because the competitor ...
Leaders often believe their team has everything they need to succeed. Occasionally, this is true, but when it isn’t, it can ...
All salespeople want to be consultative—their clients’ trusted advisor—but most are wholly unprepared to take on that role. ...
You have asked your prospective client for a first meeting and they have agreed to give you their time. This means you have ...
There is nothing more important for a salesperson than sales effectiveness. If you want to measure your sales effectiveness, ...
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 worships at the altar of more, faster, and automation—the Gods they worship. They believe that ...
In two interactions in the past week, I listened to two salespeople who believed they were using their value proposition to ...
It isn’t easy to change how your sales force sells. When your sales force has sold using one methodology the approach is ...
There are many forces and factors that prevent net new revenue growth. In this 2-part series we’ll offer ideas about what ...
