The following list of principles is a short guide as to how you might think about B2B sales now. The list and the principles are both prescriptive, suggesting you do something, that you take action. The principles leave room for you to make…Continue Reading
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…Continue Reading
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,…Continue Reading
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…Continue Reading
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…Continue Reading