Introduction

Introduction Share on facebook Share on twitter Share on linkedin Share on reddit 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 phase sales methodology here either. There are plenty of those […]

Sales Story

A Sales Story 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 an important presentation to a room of senior executives, or just has the potential […]

Essentials

Essentials Fundamentals. Basic blocking and tackling. Practical habits that work. Share on facebook Share on twitter Share on linkedin 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

Extras Share on facebook Share on twitter Share on linkedin 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 of a complex sales process, from the identification (or even better, the creation) of buyer interest to the […]

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, […]