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Many of the most important investments a leader can make are not financial in nature. These investments are among the most expensive investments a leader can make. Read More
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Just because you can do something doesn’t mean you should do it. Thoughts on sales and the temptation of low value distraction over higher value work. Read More
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Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More
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The curse of short-term goals is that they work against long-term goals and long-term relationships. The price is too high for business and individual salespeople. Read More
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Without the pre-work, quarterly business reviews can easily turn into a forum to voice complaints. This is not the goal of your quarterly business review. Read More
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Great salespeople outperform other salespeople because they make a difference for their dream clients. They find a way to make their offering the very best offering. Read More
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Speaking poorly about your competitor forces your dream client to go on the defensive. It forces them to defend their decision. This is the last thing you need. Read More
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Sometimes we believe that what we need to succeed is new leads, better leads, leads that would be easier to “get in.” You don’t need better leads. Read More
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Your rituals are the behaviors that you commit to that have no end. It is their consistency and their endlessness that make them the driving force of your results. Read More
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Do you have trouble getting started prospecting first thing in the morning? Are you distracted? Avoid distractions; don't check email first thing in the morning. Read More
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