Today, I am disappointed. Sad, really.
My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been…Continue Reading
My friend Howard Bloom is one of the brightest minds I know, and the world’s greatest science researcher and writer. If you are unfamiliar with his work, you should start with The Lucifer Principle: A Scientific Expedition Into the Forces of…Continue Reading
Chasing the Dream (Client)
I had chased a major dream client through their prior two RFP processes. This company was perfect for my company’s solution and, based on all of the information I had gained from their stakeholders over the years, I…Continue Reading
Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems.…Continue Reading
My list of success attributes numbers eleven. It will soon number twelve, with the addition of Adaptability. I have had comments here agreeing with my choices of success and sales attributes, and I have had comments that disagreed with both my…Continue Reading