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Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so Read More

Deals should not be won at the presentation stage. Deals should be won before you ever present your solution. In order to win deals, you cannot collect the prerequisites to a deal late in the sales cycle Read More

Working your big deal dream clients through your sales funnel requires that your capacity as a salesperson grow to match the size of your deal. You have to stretch and grow to fit the big deals through Read More

The profession of sales is at a crossroads. The Charlatans battle to convince sales professionals that they can succeed without cold calling and without the skill sets that have always enabled success. The Voices from the past continue their struggle against the shortcuts that only build the sales of the Charlatans who sell their snake oil Read More

It is your duty as a salesperson to do everything in your power to ensure that you win deals. This means that you have to take action—even when taking action is difficult or uncomfortable Read More

Your dream client hired you because of your sales skills and abilities. Now they expect you to deliver, and that means your role, your duties, and your responsibilities require more than just your sales skills Read More

In sales, your efforts don’t always line up neatly with the results. But the effort you expend helps you to increase your effectiveness (if you let it) and to produce your future results and opportunities Read More

Generating sales results is the results of how we invest our time. Taking an inventory of how you invest your sales time is the first step to improving how you invest your time, and clearing the calendar to spend more in sales-related endeavors Read More

To excel in sales (or anything else) requires the lifelong pursuit of mastery. Your personal and professional development is your responsibility. If you would be great, you will take responsibility for your development and not wait for you company to do something for you—or to you Read More

Business-to-business sales has much in common with insurgencies and counterinsurgencies, not least of which is the outcome of winning hearts and minds. Too much of our focus is in selling our solutions instead of working to understand and capture the human terrain Read More