Prospects get mad at you when you do stupid stuff while selling. This week I’ve been buying some new software for a non-profit I am on the board of. It’s been an interesting experience, being the buyer and seeing the...
Read MoreWhen I was kid, I got a bloody nose more than once. I know for sure that I got more than my “fair share” of bloody noses. In fact I got my nose bloody – and broken – 5 times before I turned 18....
Read MoreA high activity level is a crucial success factor in selling. Sales people who prospect every day, or give presentations every day, or close every day have strong sales muscles. Strong sales muscles because they are exercising...
Read MoreMost sales people don’t have the guts to sell like this. Most sales people sell the features, and then wonder why selling is so hard. They wonder why they struggle with closing only 5 or 10% of the prospects that they go...
Read MoreHope. Fear. Anxiety. I don’t know about you, but I have been experiencing a lot of intense emotions from friends and the people I regularly come into contact with over the past few weeks. Personally I stopped thinking much...
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