If there is one thing I see salespeople do that harms their results, it is believing they can sell over email. Because they can’t secure a meeting, they accept a conversation on the phone and an emailed proposal and pricing as their sales…

You may not like what you get, and you may not like what you pay, but you will always get what you pay for.

If you don't like what you get, you still paid for it. If you didn't like it because it was less than you feel you should have received,…

Your company is not always going to execute as well as you want, or as well as your clients expect. Some salespeople feel embarrassed by the challenges of execution, using those challenges as an excuse to not continue selling. More successful…

When you miss your sales forecast or goal, there is almost always a deal or two (or three) that pushed, prospects that didn't sign the contract by the end of the quarter. Leaving aside the fact that planning to close a deal at the end of the…

In the past, the word discovery was used to describe both a stage in the sales process as well as an outcome. Both the stage and the outcome described the process of asking clients to share their dissatisfaction with their results, their supplier,…

I had brain surgery 90 days before I went back to working in my family’s business. At the time, I was not allowed to drive, a difficult obstacle to overcome when you have to book sales meetings—or if you need a few things from the grocery…

Twice in as many months, I have had a reader email me to ask me how they can get a job in sales. In both cases, hiring managers were resistant to hiring the person emailing me because their backgrounds were technical, meaning they weren’t in a…

Eat Their Lunch: Winning Customers Away from Your Competition contains a chapter about Capturing Mindshare or, put another way, shaping the lens through which your dream client views their business, their challenges, and their opportunities. The…

It isn’t easy to become a top performing salesperson. If you are new to a sales role, it can appear to be a daunting task, but I assure you it is not so difficult as to prevent anyone sufficiently motivated from succeeding in becoming a great…

For more than a decade now, many in sales have been neglecting what may the single most crucial activity necessary for producing sales results. That activity is prospecting, and it is what is required to open new relationships and create new…