Focus, Focus, Focus

“Can you boil down your advice to one word?”           That’s what a seminar participant asked me.  “No,” I said, “but I can boil it down to three:  Focus, focus,...

Two Powerful Rules to Closing the Sale

Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale.  Unfortunately, salespeople who don’t close consistently waste a lot of their time,...

Noise and the Death of Deep Thinking

Our current level of electronic noise makes deep thinking almost impossible. Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages.  This was after having...

What should I read to improve as a salesperson?

This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance.  Way beyond that, you’ll gain a greater understanding of how to improve as a salesperson, and acquire one question that...

How well does your organization learn?

What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the...

Are Your Relationships a Help or a Hindrance?

Positive customer relationships are the basis of much B2B business, right?  Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge.  It’s...

Managing Your Attitudes

We’ve all heard about the importance of our attitudes. Usually the directive goes like this; “XXXXXXXXXX, you need to improve your attitude!” Fortunately, there is a lot more to attitudes than just the oft-spoken refrain to improve ours. ...

Learning about the Competition

As salespeople, we love to complain about the competition.  Unfortunately, complaining doesn’t do us any good.  A better approach is to create a system to learn about the competition.  Knowledge of the competition — not only their strengths...