There is a difference between wanting things and having goals that you are pursuing. For example, everyone wants more money. A small percentage are motivated enough by the idea to take action to produce more income. Everyone wants to be in…Continue Reading
This is a tough differentiation strategy to sell.
What this statement presupposes is that you have better people than your competitors. Somehow your company was able to acquire all of the good people available, all the real talent, leaving none…Continue Reading
A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, there was a lot of talk about the internet, social media, automation, and the merging of sales with marketing, with…Continue Reading
If focusing on your competitor would improve your sales results, it would be worth the time spent talking about them and the emotional energy invested. Your results, however, are not changed by this outward focus on what your competitor does.
Right now, while you’re reading this, how many browser windows are open on your screen? How many notifications will pop up while you scan this text? How many times will you be pulled away from it before you finish the entire post?
There is a war…Continue Reading
Because you are human, there is no upper limit to your growth. You can be more, do more, have more, and contribute more. Your upper limit is only limited by your beliefs and your actions.
What you are capable of: You can be far more than you are…Continue Reading
Your client is not getting the outcome that you promised them when they made the decision to buy from you. Your team is struggling to produce those outcomes, and you are upset that things aren’t going well. You are right to be upset, and you are…Continue Reading