As people share their New Year’s resolutions, I’ve noticed that most of them have something to do with health or fitness. People will say things like this: “My New Year’s resolution is to lose 20 pounds!” “I’m going to the gym at least three times a week this year!”...
The six days between Christmas and New Year’s Day comprise my favorite work period of the entire year. The office is quiet and there’s hardly any traffic during the morning commute. There are no meetings on my calendar and no urgent deadlines. With so few scheduled...
This was not your typical client. It was a Fortune 500 company based in Silicon Valley that was looking for a new vendor to which it would pay millions of dollars. The stakes were so high that the prospective client kept its identity a secret from the would-be vendor....
If you want to win a new client, you must understand a simple, little word that actually has complex meaning: “value.” Value lives in the prospect’s head, not yours. Each person defines what is valuable to him or her. Nobody else can do that. Not a family member, not...
Many salespeople struggle daily with a quandary common to their profession: What is better – to call a prospect on the phone first or send an email first? Some sales pros say you should always email first to warm up a prospect. Others claim that emailing first is a...
If you’re like most sales professionals, there’s one part of the sales process that you like less than the rest. Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting:...
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How to Stop Creeping Self-DoubtJune 12, 2020
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