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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

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

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

Being an effective, professional salesperson is more challenging now than ever. There are no easy answers, and success means focusing on continually improving and sharpening your skills and attributes 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

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

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

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

Q2 2010 is over. Now it’s time to begin working on building a great Q3 2010. Follow this thirteen-week plan to build your sales skills and attributes, and win your dream clients Read More

To succeed in sales, you need to do your best work for your dream clients, the clients for who you can produce breath-taking, mind-altering results. When you settle for prospects, you often end up with nightmare clients instead of dream clients Read More