You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you Continue Reading

The way we prospect now is to use campaigns, a series of communications over time, designed to result in a meeting. Campaigns generally use multiple mediums, and when done well, communicate a message that proves you can create value for your…

The word “objection” is technically correct as it relates to the words your dream clients use when they say no to your request for a meeting. It is “a reason for disagreeing.” Over time, however, I have come to realize the objections…

There are four levels of value you can create for your clients. The first level is the value found in your product, a level that, while being important, lends itself to being commoditized. The second level is the experience of working with you and…

There are many differences between those who succeed and those who struggle. However, there is one difference that dominates the list, and this single factor may be the root cause of the others. The difference in succeeding and struggling is what…

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater their preference to work with—and buy from—you. Here are nine ways you help your clients and create a preference to work with…

Thomas Cook, the U.K. travel company, shuttered their operations this morning, leaving their clients and customers stranded, requiring the U.K. government's help to get home. Whenever a business like this fails, there is always more than one…

Recently, a salesperson asked me how I know the frameworks in my three books work, but particularly the ones in Eat Their Lunch and The Lost Art of Closing.

I had a slide deck professionally designed. The outcome for this deck was answering the…

Experts will tell you that time kills deals. But time doesn't kill deals, especially if you are engaged in a complex sales, where your buyer doesn’t make the decision frequently enough to know how to make a good decision, and where the decision…

There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to…