Category: Sales

No one wants to have more meetings than is necessary. Everyone wants to avoid meetings where there is no plan and no real outcome outside of checking the box that the meeting was held. In business, and especially in sales, meetings are necessary,…

You have no control over the external events that impact your business or your client’s businesses. Most of the time, things are good, with occasional interruptions, like national emergencies or economic recessions. These interruptions tend to…

Of all my frameworks, Level 4 Value Creation is the oldest. It only showed up in Eat Their Lunch, my third book, because there are prerequisites to effectiveness in sales, without which you will struggle. In my first book, I published The Only…

Due to circumstances beyond your control, you now have fewer weeks in which to reach your goals. A natural disaster and the government intervention and response reduced the time you would have devoted to the results you wanted. A good many will…

There used to be a saying that when the United States sneezes, the rest of the world catches a cold. Increasingly, as the world has gotten much smaller and flatter, our interconnectedness has made us both more durable and more fragile. It no…

Your craft is one that is difficult to master. It requires that you develop certain character traits and a complex array of skills. Your job title suggests you are a salesperson, but there are more people with the title than there are people who…

For a very long time, salespeople have been taught to start sales presentations with their company's story as a way to gain credibility with their prospective clients. Most of the slide decks provided by marketing departments and sales enablement…

Search the internet and the social channels, and you will no end of bad ideas and even worse advice. Some of the advice will be supported by "data," a survey used to prove the idea, even if it is weak, poorly constructed, and taken out of… Continue Reading

Your dream client went dark. You've emailed and tried to get them to reengage, but you've not been able to get a conversation or restart the sales conversation. As much as you want to believe it's the client, it's more likely your approach to…

Don't tell me what you think the market is going to do. Show me what's in your portfolio. - Nassim Nicholas Taleb.

A friend of mine was trying to hire a sales training company to help him improve his sales. He looked at several companies, and in…