In my book “High-Profit Selling,” I talk a lot about how to maximize your price and not cave in to the customer. Once you start to cave in, it’s amazing how low you will go and how frequently you will do it. I have never met a salesperson who only...
How much of a rainmaker are you, or are you more like a rain barrel? Rainmakers own their destiny and set their own course. Rain barrels depend on others to feed them. Sales is about being a rainmaker. Let marketing be the rain barrel, because you don’t have time to...
How do you segment your leads and your prospects? If you’re like most salespeople, you don’t know how to or at least don’t know how to well. Next, how good are you at finding enough time to prospect? If this is a constant battle for you, you’ll need to...
Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as...
I am pleased to be featured on Forbes.com, where I share what it really takes to succeed in sales. Bruce Weinstein and I had a great discussion, and I don’t want you to miss even one of the insights. To see the full article, go to the link Want to Close More...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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