The CRM doesn’t get near the respect it deserves. Far too many salespeople believe that the only purpose it serves is to act as Big Brother, watching their even move, monitoring what they are doing—and more often, what they are not doing (as a…Continue Reading
Where you start a conversation with your dream client matters a great deal. How and where you begin is going to create an impression and set the stage for who you are, the value you create, and whether or not you are relevant—and if you prove…Continue Reading
It was one year ago today that I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.
A lot of people don’t know that authors do not get to name their books. Because the publisher purchases the book…Continue Reading
If you leave a plot of land alone, over time it will become overrun with all sorts of plant life. Most of the plant life will be of a hearty variety, and weeds will be chief among them. Weeds tend to grow wherever the soil is left untended; they…Continue Reading
There is a reason you need Dream Clients, those clients who perceive what you do as strategic, who will consider you a partner, and who will be willing to pay for the outcomes you help them generate. Who you are a salesperson is in large part…Continue Reading