Forget your portfolio: the first and most important investment you need to make is in yourself. You are the single most important asset you have, and the only real tool for creating results that matter. Invest too little in yourself and you’ll fail to develop your full ...
The legacy discovery call has been completely and entirely commoditized, with the same pattern being repeated in sales ...
There is a never-ending search for the "magic bullet" in sales: something sales organizations and salespeople can buy, ...
The Bad Behaviors Driving “No” Every salesperson pays a high price for the bad behaviors—often stemming from poor and ...
“This ain't no party, this ain't no disco, This ain't no fooling around. No time for dancing, or lovey dovey, I ain't got ...
“Some people don't like change, but you need to embrace change if the alternative is disaster.” –Elon Musk
Recently, I saw a report on how salespeople spend their time. I was surprised to discover how much time they devoted to ...
When you start a business relationship by sending your prospective client an email, you are providing them the easiest ...
As a leader, you are responsible for creating the future: every outcome belongs to you, so the buck can’t stop anywhere ...
There are a number of questions I ask salespeople during job interviews. To measure “fit,” i.e., how well they’re going to ...
I’ve just participated in a cross-training session where marketers learn how to make cold calls. It's designed to help them ...
A long time ago, your biggest source of stress might have been local predators, to whom you looked like a tasty snack. Your ...
The activity that we call sales is a series of conversations. The first conversation leads to the second, but only if the ...
This idea may be countercultural, but salespeople try to cheat nature at their peril—nature has been around since forever ...
Whenever two or more salespeople compete for a prospective client's business, only one of them can win the contest. We don't ...
When your dream client agrees to meet with you, they are giving you the gift of their time. Honor that gift by making good ...
We’ve been describing B2B products and services as “solutions” for decades, positioning them to eliminate a problem for our ...
"The lady doth protest too much, methinks." -Shakespeare, Hamlet For well over one hundred years, salespeople have started ...
Change follows a subtle but consistent pattern: Uncertainty → Certainty of Negative Consequences (Threshold) → Uncertainty → ...
One of the variables to success in sales is credibility, something enabled by your confidence. The less confident you are in ...
The Gist: The legacy approaches are inadequate for today's B2B sales environment. Most sales organizations missed the ...
