The enemies of tomorrow prevent you from creating a better future. When you are in sales, these enemies include whatever prevents your prospective client from changing—even when they have compelling challenges and opportunities. Understanding them will help you develop ...
I have kept this practice since 2013, one shared with me by Chris Brogan. The idea is to select three words to theme your ...
When you dry-mix cement to stucco a house, you have to pour cement into a mixing tub, add water, and repeatedly pull a ...
First, a couple thoughts about my experience with note-taking.
Today marks the 11th anniversary of my commitment to write every day, inspired by my friend Seth Godin. At the time, I was ...
Last year, one of my most significant accomplishments was to stop complaining—it has been much more difficult than I ...
There is nothing wrong with exploring what you might be or do. In fact, it might take you a while to find something that ...
The first question you might ask someone around Christmas is, “What did you get for Christmas?” The question presumes that ...
You are pure potential. No matter how well or how poorly you might be doing now, there’s still a lot of runway in front of ...
This post is intended as a public service announcement. The proliferation of sales tools that are misunderstood and misused, ...
Maybe you are in the bottom half of your company’s stack ranking and want to find your way into the upper half. Or you might ...
To create and win opportunities, you must recognize and understand the gap between you and your prospective client. That gap ...
Some sales trainers believe that there is a finite number of rules for selling effectively—and thus that any sales problem ...
The prevailing faux wisdom in the world of sales insists that we are never going back to face-to-face meetings with clients. ...
Read more books: mostly older books that have survived the Lindy Effect, with the occasional recent book that keeps you ...
It’s critically important that you reflect on your past year, discern what you’ve done well, and look directly at the areas ...
Here are some important reasons you might have missed reaching your goals in 2020. Any one of them could cause you to fall ...
Problems don’t age well. You are always better off dealign with them directly and dispatching them as quickly as possible. ...
I started working when I was thirteen years old, washing dishes at a very large banquet center. At the beginning of my ...
Before we get started on the main idea, perhaps we should take just a few minutes to acknowledge all the ways you benefited ...
No good person wants to believe that they are a terrible salesman. Sure, you have to be a bad salesperson before you can ...
