sales management
Hormones drive buyer behavior and you need to know what to do about it
Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?
How to ask for referrals: a comprehensive guide
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.
Why you need to kick your addiction to data
Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.
What makes the perfect leader? – do you report to one?
Let me begin today’s post by saying that in my opinion, the perfect leader has yet to be born – and I have studied most of the significant leaders in history.
What a window washing company can teach you about complex B2B sales
Up until the other day, any possible connection between window washing and complex B2B sales would have never entered my mind. That is, not until we were getting our windows cleaned. (When you live in NYC, you definitely don’t want to do this yourself.)
You don't have as much time as you think
Most sales professionals are notorious optimists. We always think our next big sale is right around the corner, that the opportunity we were excited about last week is definitely almost ready to close, and that we’re going to absolutely make our quota this time.
