4.27.2011
5 Ways You are Your Biggest Problem.
Ever notice how the same skills and intuitions that make you a super-star one minute are the same bad habits that make you a train wreck? One minute you’re on top of the world, and then you find yourself at
4.26.2011
5 Truths About Sales Success We Don’t Want to Admit.
Most discussions about how to be successful in sales include the essentials of technology and process and skills. How to leverage all three to funnel prospects into closed opportunities. From leads to lots of revenue. But that discussion is misleading
4.21.2011
The Idea Already Exists.
Lets face it. Everything you want to do has already been done before. It might not be on the front page of the New York Time or plastered all over billboards up and down the interstate.
4.20.2011
Sales Grit and the Insanity of Measuring What Doesn’t Matter.
It’s not just that we’re not tough enough – not putting in enough effort; it’s the fact that what we measure makes us look like we have it all together. When we don’t… And that misdirection limits our ability to
4.19.2011
The Lie of a “Better” Sales Process.
We all want to believe that there’s a better way of doing things. And usually there is. We want to imagine that there is a magic process that solves all of our business problems in one amazing swoop of awesomeness.
4.14.2011
9 (More) Terrible Sales Ideas We’re Addicted To.
(If you missed the first 8 terrible sales ideas, you can read them here…) 9. “Checking in” Somehow we seemed to have missed the memo that our clients down really don’t care about our personal schedules. The idea that we
4.13.2011
8 Terrible Sales Ideas We’re Addicted To.
Sales needs an overhaul. Frankly, the entire selling process needs to change. And to be fair that’s probably an exaggeration. (Not everything needs to change.)
4.12.2011
The Fight’s (Only) Over When You Are.
Waiting until tomorrow won’t make the fight any easier. And that’s exactly what business is — a fight. Every step of the way it’s a violent fist fight that threatens to steal your dreams and kick you to the curb
4.7.2011
Stay Better Connected With a Better Address Book.
If you are in sales, you need to get good at remembering people. And not just the list of prospects found in your CRM. You need to stay close to your “real” connections. The people you know all over the
4.6.2011
Fighting the Fraud Inside You.
We’re all frauds. That’s why adopting another sales process won’t fix your business problems. You’re flawed and so anything you do can fail. And the more you stray from you who really are, the greater the chances of you failing
4.5.2011
Why You Don’t Want Results Right Now.
Maybe it’s time to start thinking about results a little differently. It’s not the first time we’ve needed to rewind. The 1990s created a generation of bipolar performers. We were told that you had to leave your office tasks at
