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There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople included—mistake these two ideas. Read More

About fifteen years ago, I ran across a paper written by Arie De Geuss, then chief of corporate planning for Royal Dutch Shell. In it, he made one of those pithy observations that really capture the essence of sustained excellent performance. Insightful as he was at the time, it’s just not enough a Read More

The best of the sales managers and executives I’ve had the pleasure to work with tend to demand very few things. They expect a lot in terms of results, but are generally reluctant to lay out a long list of specific requirements. The single most common demand of the top-notch sales leader? A monthl Read More

Great salespeople exhibit great sales behaviors. This is true no mater where you go in the world, including the remote Tibetan mountain passes. What can you learn from the saleswomen of the Tibetan mountain passes? Read More

Tired of getting limited results from your cold calling efforts? Here's a list of five things you can do to get better! Read More

We all heard the expression "can't see the forest for the trees", in sales it sometimes translate to "can't deal with the message for the medium. Here is your chance to focus purely on the message, and win a contest in the process. Read More

Winning your big deal dream clients is a journey. The end game can often be the most difficult part of the journey. But if you would win, you have to make the journey. Read More

More Mojo. We all want it. No matter how much of it you have, you want more. And the kicker is that you really need it. You need more mojo. You do. If you just lost that big deal yesterday then that’s all you’re thinking about today. And if... Read More

Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows. Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for the audience. Sometimes, everybody already knows, but only a few actually practice the best practice Read More

“What is written without effort is in general read without pleasure.” Samuel Johnson

Make the effort when you write an e-mail, a proposal, a meeting summary, whatever. Writing is permanent. It’s your reputation. It’s your credibility Read More