There is a hidden danger in CRM dashboards, those collections of metrics and hard, objective data displayed so beautifully on a screen. The intention is to be able to see information in real time, to be able to make decisions that improve results.…Continue Reading
In sales interactions, there are things that are unknown. It is a mistake not to ask for and discover the things you know you need to know to do your very best work for your dream client—and so you can create a preference to work with you (the…Continue Reading
Here is what I want you to do today. I want you to log into your CRM and pull your total pipeline. Once you have the complete list of every opportunity you are currently working, I want you to note the method of prospecting that created that…Continue Reading
It is difficult for salespeople to command their prospective client’s time. This is a symptom; it is not the disease. This means that the things that you might do to alleviate the symptom are not likely a cure. The cure would have to eliminate…Continue Reading
A dragon doesn’t make for a very good pet. They require care and feeding, and because of their size, their appetite is immense. When feeding a dragon, the one who is providing the food often finds themselves at great risk of being burned. After…Continue Reading
The more you treat people like they’re a transaction, the more they will treat you the same way.
There are a lot of things that you might buy or sell that require nothing more than a transaction. You can buy a lot of things for your household…Continue Reading