Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always.

If you sometimes make your calls, do your prospecting, or nurture your dream clients, you might sometimes produce a result. But those results will…

I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.

What? When we have the kick off meeting?

You're…

We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as…

There are many good reasons to turn down business that you could win. But the most important reason to turn down business is when taking it would mean unintentionally changing your business strategy.

Some sales organizations end up changing their…

Social media is a very, very long trail.

Everything you write, every picture you post, every comment you make lives on the Internet forever.

Even if you take down something you have written or posted, someone may have captured a screen shot and…

Which straw was it that broke the camel's back?

Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the…

Any time that you make assumptions about buyers, ask yourself if that assumption is true about you and the way that you would buy.

If you were your buyer, how would you want the salesperson charged with winning your business to approach you?…

People can tell whether or not they have your full attention. You may think that you can fake it, but you can’t. You may believe that because you are on the telephone, invisible to the person with whom you’re speaking, that they won’t know…

1. Wasted Time: Your dream clients refuses to give you their time because they suspect that you will waste it. They have experience that suggests that this is true. Salespeople visit with no plan, no real idea as to what they want, and no plan to…