There is never a reason to do anything without first determining the outcome.

This principle shows up in Stephen Covey’s masterwork, The Seven Habits of Highly Effective People, where he proposes one begins with the end in mind—and an…

When planning a sales call, you might want to start by creating an agenda, the topics you want to cover with your dream client. You might also want to make a list of questions you want to ask to gain clarity on where your prospective client might…

Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill.

How Your Drill Is Different

Your drill might be faster…

You can’t manage your time. Time is something over which you have zero control. You can’t find more time because there isn’t any more. You have all you are going to have, do with it what you may.

Even though you can’t find or make more time,…

Did you make progress on your two or three most important outcomes or goals? Did you move things forward?

Did you make deposits in your relationships with your dream clients, those prospective clients you are going to relentlessly pursue because…

Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager.

Do This And Win

Your sales process is simply the collection of things that you do that lead to a won deal. It…

Being a trusted advisor means asking the difficult questions.

The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer…

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…

Each individual movement of the second hand on a clock is tiny. From a distance, it looks as if the hand moves continuously. Unless you are really close, the time between movements are so small as to be almost imperceptible. But each tick is…

It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes.

Ensure Execution: The…