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The idea of “Pull” as applied to the sales process is very counter-intuitive at first. And realize, by the way, that to really make it sing, you first need a “perfect process,” which of course none of us has. So it’s not a silver bullet. It is, however, a dramatically different way to look at yo Read More

Every day brings opportunities to make the observations and to discover the changes that can improve your future performance—if you take the time and make the effort. Read More

There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More

In B2B and major account sales, there are few opening moves that create a strategic advantage and the possibility of winning. That move is discovery and diagnosis. Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More

You’d be hard-pressed to find someone more dedicated to KISS (Keep It Simple, Stupid) than me. Nike’s “Just do it” campaign, for example, is brilliant. Easy to remember; obvious point; extremely effective. The blog Simple + Bold provides example after striking example of simplicity. Simple expl Read More

“Confusion is always the most honest response.” – - Marty Indik

It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for knowledge. Going it alone is simply not the best strategy. Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

The great game of sales is a competition. It is a zero sum game with one winner. What we are competing for is the opportunity to cooperate with our dream clients. Read More