I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.
How to Take the Path of Least Resistance
After going through a difficult period in my personal life, my work habits had deteriorated p...
Most Recent Articles
How to Keep Competitors Out of Your Best Clients
When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a...
How to Take the Path of Least Resistance
After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking...
Are You Ready for a Virtual Reality Challenge?
It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.
Tackling the Impossible Sales Challenge
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas....
Only 1 in 7 Sellers Do This Crucial Skill
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
Selling in a Digitally-Transformed World
One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.
1 Shocking Statistic that Impacts Sales
People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be.
Seriously slammed? Some ideas to help you out.
I'm not typically an eavesdropper. Normally I mind my own business when I'm out to eat. But Friday morning, while having a veggie omelet for breakfast at George's Restaurant, my ears...
17 Essential Sales Assumptions
Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our...
What Buyers Really Think
Thinking like a prospect changes everything. That was the impetus behind today's post which was written from a buyer's perspective. I hope you have fun reading it—and get the point!
Why Brain Science Matters in Sales
For the past couple years, I've been reading a lot of books about neuroscience, psychology and coginitive thinking. Why? Because I think we've reached a point where the environment we...
This Brought Me to Tears
After spending a day in DC learning about CEB's (now Gartner) latest sales research, I popped over to visit Steve Richard's office, which was just a few blocks away. He's the CEO of...
A Red Hot Sales Tip Straight From My Mouth to Yours
Last Friday I was interviewed for an upcoming Salesforce documentary on The Story of Sales. Velanie, a make-up artist, had been hired to work her wonders on me before filming began. I...
The Number 1 Thing Salespeople Should Do
What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.
Are Online Distractions Hurting You?
I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online...
Does Your Day Look Like This?
Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.
SALES INSANITY: Don’t Let This Happen to You
This real-life story shared below is adapted from Sales Insanity, a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a...
Experts Share Social Media Strategies to Find More Customers
Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?
How to Recover After Getting Off on the Wrong Foot
Two weeks ago, I met my friend at the San Francisco airport and ubered to her place. Before long, we were craving some goodies so decided to hop in her car and head to the nearest...
One Simple Tool that's Kept Me Sane—and Selling