It seems that everything that is older than the internet is outdated, has outlived its time, and is the root cause of all the challenges one might have in sales. For the last few years, commission structures and things like quotas and goals have…Continue Reading
One of the unhealthier things we do in sales is to believe that our loss was due to the competitor having a better product or solution. The truth of the matter is that the loss is always due to being outsold.
The competitor has a better product…Continue Reading
Mike asks, “ I’m still relatively new to sales, and I’m wondering. Is there ever a genuine situation where you work for a company that sells a product no one wants, but you’re still a good salesperson? Alternatively, could a good…Continue Reading
It can feel like a complete waste of time and energy to pursue one of your dream clients when they are locked down in a contract with one of your competitors. When years and years pass, with no change, it doesn’t seem to make sense to continue…Continue Reading
If you haven’t changed any of your beliefs, it is proof that you are not growing. From time to time, you should revise what you believe. It’s proof that you are willing to take new ideas and new information—even when those beliefs conflict…Continue Reading
If you believe that you will soon be disintermediated by technology, I agree with you; you will be disintermediated by technology.
If you believe that you cannot provide greater value than a technological solution, then you are certain to lose to…Continue Reading