Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule, and if you do, you probably won’t feel like doing it the next day.
This has been a tumultuous 12 months, a harrowing ride through reinventing ourselves, reevaluating what’s important, and learning to create connection across the digital divide.
Whether this past year brought you, pain, joy, or, likely, a mixture of both, remember, we must get our minds and our hearts right before we can get our sales right. It starts with positivity and avoiding the victim mindset.
It used to be the only way we could discover a prospect’s needs and objectives was to meet over a cup of coffee or perhaps by telephone. Today, you must do your homework
Can you believe it? We only have one month left of 2020. Before we take a deep dive into the final month of the year, let me share with you my top 3 LinkedIn sales videos from November
In his 2017 book Finding Meaning in an Imperfect World, philosopher Iddo Landau says "people are mistaken when they feel their lives are meaningless
In his book Character, David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
Last year, I had the good fortune to see the premiere of producer Jeff Orlowski's documentary, The Social Dilemma, in person at the Sundance Film Festival. The documentary shows how technology companies encourage us to spend more time on their platforms by creating algorithms
When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. "It was amazing", I said
