Daily Email Archive

Friday Book Club

Friday, March 15, 2019

It’s Friday Book Club again   I just read The Simple Truths of Service, a new book by Ken Blanchard and Barbara A Glanz. I…

🔑 The Key To Closing

Thursday, March 14, 2019

I’m a big soccer fan (#LFC!) and there is a truism in that sport. It says that creating chances is far more difficult than finishing…

Anatomy of Sales Leadership

Wednesday, March 13, 2019

Sales leadership doesn’t start in the C-Suite. It starts with the individual sellers. Which is why I built The Sales House, but we’ll get back…

What Does Your Buyer Need From You?

Tuesday, March 12, 2019

Two quick observations: 1. The pundits bemoaning how passive/soft the current generation of sellers is need to get off their high horses.   Personally, I…

INVITE: Come Say Hi!

Monday, March 11, 2019

“It is far better to foresee, even without certainty, than not to foresee at all.”   That’s from Henri Poincare, a noted theoretical physicist.  …

Step Into Your Future

Friday, March 8, 2019

“What does your future hold?”   Three, five, 10 or 20 years from now, what sort of world will we live in? What will the…

What’s Your Fatted Half?

Thursday, March 7, 2019

A couple of weeks ago I sent you the first of my Observed Truth of Sales. (The Rule of 95.)   I’ve collected these patterns…

Sales Should Not Be Negotiating Anything

Tuesday, March 5, 2019

Why are you wasting valuable sales time?   Lots of talk lately in various forums about sales and negotiating.   I’ve grown plenty of high…