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I may be a little hardnosed about this, but there is only one thing sacrosanct in sales, it's The Number. Our job, our responsibility, our obligation to our companies is to do everything possible to make our number. There are simply no excuses. Read More

Top performers take this even further. They move pattern recognition from the unconscious to the conscious. They constantly compare the characteristics of what they are encountering to their experiences in the past. They understand the characteristics or variables that are most critical to what the Read More

Often the only differentiator we may have is how easy we are to do business with. Selling is hard enough, but if we make it difficult for those who do want to buy, then we've made it much more difficult. Read More

The phone rang, I picked it up.  The voice on the other end went into it's pitch, Hi, I'm so and so.  Would you be interested if you could invest in a stock Read More

In reality, our differentiated value only has to be Just Good Enough. It has to be better than the competitors or the alternatives, but it doesn't need to be earthshaking. It's probably valuable for us to start thinking of simplifying the process--it makes it more achievable for each of us and bett Read More

My colleague Anthony Iannarino wrote an outstanding post:   Mismatched Skills And Value Creation.  Usually, Anthony and I are so aligned in our thinking Read More

Are you prepared to teach your customers? Not about your products, but about how they can improve their operations and businesses, how they can better serve their customers, how they can outperform their competition. Read More

When we have a gap in our ability to achieve our goals--today's and tomorrow's, it is irresponsible not to exhaust every single alternative in our prospecting efforts--there is simply no excuse. Read More

We've spent a lot of time talking about our project management process, but we're here to talk about our selling process. I'm not clear what it is, or why we need to have one. Can you share your ideas about this? Read More

As sales people, we want to maximize our impact on the customer. We want to make sure our customers understand us and that we understand the customer. It's not the customer's job to speak our language---we have to speak the customer's language. Read More