Every task you scratch off your to-do list is only replaced by three more. Responding to an email only returns two more, both of which make some commitment on your time. There is never enough time to get everything done and, over time, you fall…Continue Reading
Latest from The Sales Blog
There is never a reason to do anything without first determining the outcome.
This principle shows up in Stephen Covey’s masterwork, The Seven Habits of Highly Effective People, where he proposes one begins with the end in mind—and an…Continue Reading
We misunderstand our real potential. So much of what we believe comes from the subconscious mind, a mind programmed throughout your life, with a good part of that programming being locked into place at a very young age by what you see, hear, and…Continue Reading
I like hardcover books better than soft cover books, eBooks, and audiobooks. A hardcover book reads differently, and the tactile nature of the book radically improves the experience. If I believe a book is important enough to read and study, I…Continue Reading
Regardless of the medium you choose to prospect, and I hope you start with the telephone, the outcome is a meeting. Many variables play into your results, but three tend to dominate your ability to secure a meeting.
No matter…Continue Reading
You are working on a deal that is worth $1,000,000 in annual recurring revenue. You’ve pursued deals of this magnitude before, and you’ve been fortunate enough to win more than your fair share. Why them, should you spend your time preparing…Continue Reading
There will be very few who will follow the idea in this post. Most will ignore the directive I recommend here, doing exactly the opposite, believing it both wiser and more efficient. Those who read it with an understanding of how things are…Continue Reading