Daily Email Archive

Do you remember what a keystone is?

Monday, May 13, 2019

The keystone is that top-most piece of stone or brick wedged into the top of a masonry arch. An arch cannot stand without the keystone….

What’s your excuse for not learning?

Friday, May 10, 2019

In sales there’s a direct correlation between your commitment to learn and your ability to earn. Smarter people than me believe the same. “Income seldom…

I took a break from sales yesterday

Wednesday, May 8, 2019

When you walk through a storm Hold your head up high And don’t be afraid of the dark   At the end of a storm…

Sales is its own language

Monday, May 6, 2019

Here’s a question for you to start the week: Are you speaking a language that your buyers comprehend? Industry data on falling win rates and…

What’s your sales superpower?

Friday, May 3, 2019

Can you leap tall gatekeepers in a single bound? Fly faster than a speeding objection? What’s your one unique sales strength, your hidden power, that…

Why you shouldn’t annoy the pig

Thursday, May 2, 2019

Sellers need to focus less on increasing the number of opportunities in their pipeline and become hyper-focused on increasing the percentage of opportunities in their…

Are buyers supposed to be fair?

Wednesday, May 1, 2019

“I see things written about the golf swing that I can’t believe will work except by accident.” This is a quote from the late Harvey…