Introduction

Share on facebook Share on twitter Share on linkedin Share on reddit Introduction Let me start by explaining what this book isn’t. It isn’t a richly detailed, step-by-step sales scheme for transforming you into the next sales superstar. And you won’t find a systematic, five step sales methodology here either. There are plenty of those […]

Sales Story

Share on facebook Share on twitter Share on linkedin A Sales Story Let’s start with some background. We’re Not in Hollywood If you stick with selling long enough, you’ll eventually get a chance to pitch your first really big deal. Perhaps it promises huge revenue, or has strategic importance for the company, or it involves […]

Essentials

Share on facebook Share on twitter Share on linkedin Essentials Fundamentals. Basic blocking and tackling. Practical habits that work. Starting Out Early in any career, there is a lack experience, wisdom and industry knowledge. That’s to be expected. But in its place there should be plenty of something else: energy, work ethic, curiosity and character. […]

Extras

Share on facebook Share on twitter Share on linkedin Extras Stretch. Raise your game. Add a new tool to your bag, and a new weapon to your arsenal. Compressing Time Stretch. Raise your game. Add a new tool to your bag, and a new weapon to your arsenal. If you were to imagine the arc […]

The Mental Game

Share on facebook Share on twitter Share on linkedin The Mental Game Time for some philosophy. Let’s think about the thought process. Consider sales strategy and ponder the Big Picture. If this really is your calling, it warrants some contemplation. Credit is Overrated Let’s make a bold prediction. Your sales success is inevitable. Of course, […]