Never give up. Never give in. Given enough focus, time, and energy, all obstacles yield.
There was the one time a client said, “We will never work with you again.” They worked with me and my company again. There was one stakeholder who…Continue Reading
For reasons I don’t understand, the word “sales” still carries a lot of baggage. When I taught at Capital University, I would ask the students to describe salespeople. We would fill up a whiteboard with words like: “pushy,”…Continue Reading
There is something you may not be aware of that is damaging your ability to sell. You may not know that you are doing this, but it can cause people to decide not to work with you or your company. Without meaning to, you can make it difficult for…Continue Reading
Last week a picture of robots standing in front of computers wearing telephone headsets crossed my social feed. The point is that sales is being automated, and a machine will soon do your job better than you.
Another article suggested that B2B…Continue Reading
Let’s say your average sales cycle from target to close is 90 days. That means that the opportunities you create this week will be won in the first week of April. If you decide not to prospect this week, you will pay for this decision months…Continue Reading
I once had a dog that was very energetic. I decided he needed training. The trainer insisted that I attend the training, something that was difficult for me to do at the time.
You cannot have a dog trained for you. There are people who will train…Continue Reading