Here is how you know you are in the friend zone in sales:

“I have a great relationship with my main contact.” “I’ve been nurturing this relationship for seven years.” “They really like me, and we have great communication.”

These quotes—and…

What I write here will be unpopular with some. Maybe even many, and maybe a majority in some circles. When everything is conflated to bits and bytes and atoms, the idea that we humans are something more, something special, is an idea considered…

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,…

It is rare that I ever write about technological solutions here, but there are three tools that I am using that are absolutely worth your time.

Sanebox (affiliate link): I still have an enormous problem with my email. Email literally pours into…

In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they…

Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here]

Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes…

Once upon a time, my little team won a massive client. They developed excellent relationships with stakeholders throughout the organization. We were doing excellent work, and things couldn’t have been going any better. And then I was asked to…