A lot of people mistake being busy for being productive. You might get to cross 15 things off your To-Do List, but unless these items are directly related to sales, chances are you are being incredibly unproductive. Productivity is a measurement of the progress you are ...
Do you have a list of strategic targets, or something I call dream clients that you are actively pursuing today? Are you ...
Let’s start with a few possible scenarios:
There are two very different types of hunger. The first type is the hunger you feel when you want or need something now, ...
No one decides to become a liar. It isn’t their goal. Instead, they tell a small lie, followed by another little lie. ...
If you are going to talk a big game, it’s important you understand what is necessary to back it up.
“I know you weren’t expecting my call, so I’ll be brief.” “I’m sorry if I caught you at a bad time.” “Is now a bad time?”
What does it mean to have a “style” of selling?
In business-to-business sales, selling effectively now requires that you have business acumen and situational knowledge ...
Here is how you know you are in the friend zone in sales:
Your prospects will push deals into the future. No matter how well you control the process, and no matter how much you wish ...
In the past, I have written about what I believe to be the two strategies for business that are pulling in opposite ...
You’re worried about lead generation when you should be worried about pursuing strategic targets, your dream clients, the ...
Challenging Client: You know the client that pushes you to improve your results, the one who wants your very best ...
Five years ago, I found myself in a large hotel conference room somewhere in Florida. It had to be up North, because I ...
There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most ...
The likelihood of winning a deal is inversely related to the number of days you have been working it.
A lot more people run a 5K than a 10K. More run a 10K than a half marathon. Still, a greater number run a half marathon than ...
When I wrote Eat Their Lunch, my editor recommended I remove the words “strong bias” from one chapter heading. In his view, ...
You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your ...
The question a leader must ask themselves is, “If someone else was given the resources in my charge, would they produce a ...
