There is no such thing as a smart asshole You can’t be both of those things at the same time; and if you are the latter, then you are not…
The High Price of Success
Want to know what stops you from succeeding: comfort. Not the lack of pain or suffering. Just a lack of a real discomfort. The remedy is discipline. Discipline is a…
Relationship Hygiene
The word hygiene means keeping things clean so that they remain healthy. You have to invest time in relationships if you want to maintain them, if you want to keep…
The New Rules for Hustlers
The days of ‘a job for life’ are long gone. Now your success in life, and your capacity to generate income, will depend on your ability to keep adapting to…
Stop Helping Clients Chase the Bottom
A business owner sells a product. A new sales person shows up and teaches the business owner that by changing some of the component parts of his product he can…
A Note to the Sales Leader: They Are Not You
You were a great sales person. You were truly special. Selling came easy to you. You were born with the ability to create rapport. You like people and they like…
7 Ways to Be More Disciplined
Self-discipline is the master key to sales success. All other disciplines, attributes, and skill sets are built upon the foundation of self-discipline. 1. Written Commitments and Outcomes Write down the…
Leading From Outside Your Glass House
Sales managers are always complaining that their sales people don’t read, don’t study and don’t work on improving themselves as sales professionals. This criticism is 100% valid. Most sales people…
The Death of Win-Win
A win-win agreement presupposes that it is possible for you and your client to come to an agreement in which both of you are left better off than you would’ve…
Before Managing Sales Teams: Know This
Mastering the nuances of sales management on the job can have its pitfalls. Here are ten things that I wish I’d known before I started managing a sales force. 1.…