If you are going to build consensus, you need the capacity to take a third person’s perspective, and you need to help the contacts you are working with to do…
Aggregate Tasks & Build Momentum
If you want to get more done, aggregate your work, and focus on one task so that you can build momentum. Like Work If you need to make cold calls,…
You Don’t Sell Over Email
A prospective client sends you an email requesting information. You have the information they need, and you want to send it to them as quickly as possible. You might want…
The Advantage Of A Hunter Culture
I recently attended a conference where a consulting firm shared some of their research about some attending sales organisations. The information that they revealed made some people gasp (literally) in…
Are You Motivated By Comfort?
Wake up If you want to stay in bed and hit the snooze button three times, you are motivated by the warm comfort of sleep. Sleep is necessary, but the…
You, The Advisor
In order to help your clients to achieve the success they desire, and for you to achieve the success you desire, you need to be more than a sales person. You…
1 000 Decisions Well Or Poorly Made
You have 168 hours in a week and 52 weeks in a year. That’s 8 736 hours. What you do with each hour is your decision. You can invest that hour,…
Sell Like A Human
We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business…
How To Create Compelling Content
It’s a valid question: ‘How do you create compelling content?’ What do you do to bring attention to your company, your brand, or yourself now that the social web has…
The Winning Formula For Planning Sales Engagements
1. The Purpose of the Sales Call Too often, because we have made hundreds of sales calls, we believe that planning a sales call is no longer necessary. Nothing could be…