Success in sales isn't situational. I need offer no greater explanation than success itself is individual, a statement that is easily supported by the evidence. That said, here is the case for success in sales being individual, not… Continue Reading
As I reflect back on the last ten years I have spent writing a daily blog post here, I am grateful for the friends I have made here, the people who read the Sunday newsletter each week and send me their notes and thoughts.
I am thankful for the…Continue Reading
When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that salespeople are somehow getting worse. Maybe they are getting worse, perhaps they aren't. But if they are failing, pointing…Continue Reading
In the past, a time when salespeople were taught to behave badly, you would have been taught several tie-downs that would inevitably lead you to close your prospective client (something you were doing to them, not for them, or with them). If you…Continue Reading
When you understand your dream client’s challenges and know what they need to do, it can be easy to rush to give them the right answer. You know what the solution is, and you know exactly how to help your prospect get the better result they…Continue Reading
The score you see written on the scoreboard is always accurate. It will never protect your feelings, nor does it have the power to change the score it presents to you. Your scoreboard only tells you the full truth.