Around this time of year, people start making resolutions, which is not the same thing as actually committing to something and building the discipline to sustain it long enough for it to transform you. Mostly, people commit to stop doing something…Continue Reading
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I want you to know that didn’t forget you and that nothing has happened to me. Today, my focus is elsewhere.
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The idea of a New Year’s resolution has never made sense to me. First, most people have caved into their habits by…Continue Reading
The idea of "value creation" can be confusing. The word "value" itself can be nebulous, unclear. Value is also in the eye of the beholder; it is a perception. In sales, however, we can define "value creation" with some significant level of…Continue Reading
Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Those behind on their goal offer to lower…Continue Reading
There is inevitable confusion about price and its impact on winning or losing sales. The confusion over price begins when salespeople believe that they lost on price, especially when their prospective client tells them they went with a competitor…Continue Reading
In boxing, the aggressor is on their front foot, driving the action. Even though boxing is different from many other sports, being on your front foot indicates you are on offense.
The opposite of being on your front foot is, naturally, being on…Continue Reading