A recent prompt suggested that one should only work in sales because they want money or because they want to compete. The second part of the prompt suggested that “helping other people” was not a reason to work in sales. Leaving aside that fact that everyone on Earth wants ...
The most difficult part of being productive is making values-based decisions. The words “values-based” not only refers to ...
Deals now are better than deals later. You would prefer to win now than, say, four months from now. Better results now are ...
We don’t often speak to the fact that selling is a form of competition. In a contest measured by the value the salesperson ...
I lifted the title of this newsletter from the writer Joan Didion who stole it from George Orwell.
The critics of the word “hustle” make several excellent points about what the word has come to mean in the age of the ...
The words “create value” are used so often and in so many different contexts that it can be challenging to know what it ...
There are two primary strategies for successfully pursuing different contacts within your dream client’s company. One ...
It’s fashionable to suggest that sales and marketing are merging. There is a line of thinking about how salespeople should ...
Everything is important, but not everything can most important. When it comes to metrics, more is not always better. There ...
The word “secret” suggests that there is knowledge available to others that is somehow unavailable to you. There are no ...
The following list of principles is a short guide as to how you might think about B2B sales now. The list and the principles ...
Each of us is a prisoner to our beliefs. Our beliefs shape our interpretation of reality, as well as what we believe is good ...
You’ve had a meeting or two with your dream client. They’re engaged, and you have developed an excellent understanding of ...
There are ideas a sales leader must refuse. Allowing these ideas to take hold can decelerate growth, distract the sales ...
If you want better results than you are generating now, you have to pay for them in advance. Paying for them means first ...
It is crucial you develop a theory as to why your dream client should change. If you are professionally, persistently ...
One of the reasons you may not be generating the results you want is because you are treating your job as if it is a job. ...
If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they ...
You may not like what you get, and you may not like what you pay, but you will always get what you pay for.
Time management is critical for salespeople. Yet many salespeople struggle because they want to be available to their ...
