There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. As useful as some of these tools are, there are greater and more challenging inefficiencies that result in poor sales…

There is tremendous value in outcomes-based thinking. One of the reasons people struggle to produce the results they're capable of is that they lack goals, and a focus on the outcome. For example, maybe you want to win a new deal. But you don't…

There are many good reasons to have a sales blitz. If you want to accelerate the creation of new opportunities, an intense focus on increased activity can ramp up  the number of conversations, meetings, and, ultimately, new opportunities. If you…

Salespeople who sell a product or service with a higher price complain that it is more difficult to sell, believing their competitors with a lower price have it better. Many withhold their pricing as long as possible because they are worried the…

I tried to convince my publisher to name my second book, The Art of Commitment-Gaining. They called it The Lost Art of Closing. Some people equate the word “closing” with a self-oriented, pushy, high-pressure form of selling that is now so…

Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.

Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation, is my oldest framework. The order…

It is always a no until it’s a yes.

When your success requires that you ask people for commitments, you can expect to hear no as many—or more times than you hear yes. It is the nature of the endeavor we call selling, and no one, no matter how…

For someone to sell, someone else has to buy. It is a single act with two parties. We very much like our linear processes, the sales process, or our best plan for what you need to do to create and win opportunities. Most sales processes pay little…

It is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity review can feel like an unnecessary update when done poorly, creating no value as it pertains to forecasting the deal,…

My brother-in-law is a football coach. His oldest son started as a quarterback in his freshman year of high school, and he started as a safety on defense. He was the best player on the field and eventually played for Ohio State. My…