There is a difference between busy and being productive. There are only two things that make you productive in sales, one is opportunity creation, and the other is opportunity capture.
This podcast was the subject of my Sunday Newsletter. I decided to post on the blog and share it here because I am full hot on this idea and its importance when it comes to winning.
This episode is sponsored by Continue Reading
What it is that you look for will determine the quality of your life and your experience, making it dangerous to look for only the negative in the world.
This show is sponsored by Sales Accelerator. Create breakthrough sales results for your… Continue Reading
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a concept that leadership legend Tom Peters is emphasizing more often these days. He’s come to believe that one of… Continue Reading
Dan Pink is not a guy who normally would come to mind when you begin thinking about a person who can teach you productivity improvement techniques. But given that Dan is committed to a research-based approach to his writing, it shouldn’t… Continue Reading
What sales professional in their right mind would NOT like to have greater influence over buyers during the sales process? It’s an ability we all need to have. But greater influence comes at a cost, and it’s a cost that’s not typically about… Continue Reading
The data we refer to as “sales intelligence” is one of the most frustrating necessities for sales teams. It’s information you have to have in order to do your job effectively, but it can be a Catch 22. You can only be as effective as the… Continue Reading
Every seller wants to have meaningful sales connections with their buyers, but it's clear from the way sales is traditionally done that very few sellers really know how to pull it off. Deb Calvert has written a new book, “Stop Selling and Start… Continue Reading
There’s only one difference between the hustlers in prisons across the world and you and me… they got caught breaking the law. That probably sounds like an overly dramatic statement to most readers of this blog, but the truth is that it’s… Continue Reading
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