I don't know who originally said, "Everyone wants to go to Heaven, but no one wants to die." As it turns out, of course dying is a prerequisite for entry into Heaven. But the logic applies to most anything you might want—you may not have to die for it, but there’s always a ...
I knew the salesperson would not have much to say when he started our call with, "how's it going," a dead giveaway that the ...
The proliferation of technologies that provide for asynchronous communication, like email or automated sequences, has come ...
It's not easy to reach your goals, hit your targets, and make your quota. Many B2B sales organizations and salespeople ...
Of all the ways to lose a deal, the most reliable is to project a self-orientation. When your client feels that your ...
There are four metrics we commonly track in sales to measure progress toward our goals: number of opportunities, average ...
"Well, in our country," said Alice, still panting a little, "you'd generally get to somewhere else—if you run very fast for ...
Welcome to the first newsletter of 2022. If you are a sales leader, a sales manager, a salesperson, or in some other role ...
Can you put a dollar value on switching from an ineffective (or even absent) sales process to an effective one? According to ...
At the beginning of a new year, many people make resolutions and set new goals for themselves. Everyone starts with good ...
For many years, I have borrowed a practice from Chris Brogan: theming each year by using three words to provide clarity and ...
The 10 Most Common Sales Mistakes Outdated Sales Approaches: There is nothing more harmful to your sales results than ...
One reason sales organizations fail to reach their goals is because they lack opportunities. Sure, their pipeline meetings ...
Your experience on earth is largely about how you frame things that occur around you. How you choose to interpret and ...
It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they ...
There are only two reasons a salesperson or sales force might have poor sales results. Improving these results requires that ...
There's no earthly way of knowing Which direction they are going! There's no knowing where they're rowing, Or which way the ...
Learning Like Napoleon When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on ...
Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of ...
Every great sales force is built on a positive culture of accountability. Many common sales problems, such as too few ...
Your prospective client agreeing to a meeting is a gift, one you should never take for granted. Agreeing to a meeting means ...
