To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople differentiate in the exact same way as their competitors—something they prove by opening the first meeting with a history lecture on their company, ...
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 ...
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 ...
