Over the last couple of months, some significant amount of what I have written and published was intended to allow you to see something that might not have been visible to you. I started to try to illuminate this concept in a past newsletter with a thought experiment about ...
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 ...
Each year, publishers release somewhere in the ballpark of 11 thousand new business-related books. The good news is that ...
I learned to sell in an industry that grew more commoditized with every passing year. My first experience was a startup, and ...
There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time ...
Let’s start with a riddle: Why did the team of world-class all-stars lose the big game?
There are a number of topics you might share with your contacts in the sales conversation they find to be immensely valuable ...
Let's assume anything you sell might fall into one of four categories. The first category is "Acceptable." The second ...
My six email boxes fill up every week, the result of a technology with no barrier to prevent anyone and everyone from ...
When it comes to improving your sales team’s performance any training has to be better than no training, right? Wrong. If ...
Activity gets a bad rap. Just suggesting that more activity might be necessary to improve results makes sales leaders and ...
How would your leadership team react if they learned that one simple change could increase your company’s annual revenue ...
Large companies with a purchasing function and professional buyers treat the buying process as something transactional. In ...
We rarely analyze how performance in sales leadership intersects with individual salespeople’s results. Instead, it's ...
“Be aggressive!” “Be patient!” “Don’t be pushy!” “Lead your client!” This is just a smattering of the sales advice many ...
Human beings program algorithms, then algorithms return the favor—especially on social apps. Both the programmers and their ...
Today is the future you thought about in the past. It probably arrived sooner than you expected—that’s the nature of ...
What do increased opportunities, increased salesperson retention, and increased team confidence have in common? They’re all ...
How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change ...
To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for ...
