The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of professional selling evolves over time. The arc of this evolution bends towards greater value creation and away from the more transactional approaches ...
Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, ...
There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...
The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their ...
We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...
Sales training is useless. At least that’s a common myth we’ve heard from salespeople who have experienced outdated and ...
Recently, I switched my project and task manager from Todoist (a great tool, and one I have enjoyed using over a number of ...
A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your ...
There is a difference between the value created in the sales conversation and the value of your product or service, one or ...
To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...
After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...
How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...
There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across ...
Imagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom ...
There are a lot of bad ideas out there about sales and selling. Inevitably, some of them get treated as if they were ...
After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders ...
“A man is only as good as his tools.” -Emmert Wolf When I moved to Los Angeles to play music, I showed up with two floor ...
A recent article asked the question: "How much would you pay for a discovery meeting with your dream client?" What makes ...
Over the last couple of months, some significant amount of what I have written and published was intended to allow you to ...
There is a "tell" that provides you with evidence your deal isn't likely to close and should not find its way into your ...
The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past ...
