Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You…
Lies, Mistruths, and Fabrications In Your Sales Forecast
Any opportunity scheduled to close on March 31st, June 30th, September 30th, or December 31st should be removed from your forecast on principle. These ‘close dates’ are your sales quarters,…
4 Tough Conversations You Must Have to Succeed in Sales
We like selling when it’s collaborative, when we get to help our clients through their process. We don’t like it so much when we have to deal with the inherent…
Do More with these Time Management Tips
I am a productive person. I like to get things done. Actually, ‘like to get things done’ doesn’t go far enough; I need to get things done. I spend a lot…
Be More Compelling and Create a Sense of Urgency
You want your buyers to act with urgency. You need them to want your solution as badly as you want to help them with it. But for some reason, they…
Stop Coaching Late-Stage Opportunities
Most sales managers want to coach late stage opportunities. It’s easy to find your way from a pipeline review to coaching an opportunity without meaning to, especially when you come…
Feed Your Hunters the New Leads
There are all kinds of ways to distribute leads that come into the sales organisation. One of the most popular is to distribute leads using a round robin system, giving…
Why you Should Work on a Sunday Night
If your calendar for the week is essentially empty at this point on a Sunday night, you’re prepared to be reactive instead of proactive this week. Instead of working on…
What an Acting Class Taught Me About Selling
On Saturday mornings I take acting lessons with my 16-year old son. I take acting lessons to help me improve as a professional speaker; he takes acting lessons because he…
Success Has Seven Enemies
I’ve been studying the mindset of successful people for decades, and they share a set of common beliefs. People who struggle to produce the results they want also have shared…