It is sometimes difficult to think of winning a deal as an outcome. It isn't something that you do; it's the natural result of everything leading up to your dream client's decision to buy from you. Much of the time, when we talk about winning…

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…

If you are going to talk a big game, it’s important you understand what is necessary to back it up.

Talking Big

It is easy to talk a big game. It’s easy to sound as if what you are doing is going to amaze and astound, that your goals are going…

There are as many or more ways to lose deals than there are ways to win them. One way to lose, but likely not the most common, is to be outsold by a competitor. Fair enough, you have been on both sides of that story. However, the most common way…

Two runners step up the starting line.

The first runner is wearing the most technologically advanced, aerodynamic running gear ever created. It reduces drag by 14% as compared with any other fabric used to make running clothes. It is the best…

New leaders often believe that they need to immediately make change. Some believe that the faster they change things the better their results. Other leaders believe the more they change things the better. Sometimes change is necessary, and…

I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of…

There are no outcomes without activity. But the right outcomes require the right activity.

“More activity” is the answer a weak manager uses when they need better results. It’s easier to demand more activity than it is to determine the real…

Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns.

Here are four beliefs about leadership that I…

Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for…