Articles

Measure your activity and you will succeed.

Usually that question is asked sarcastically and pushes defensive buttons. The truth is that you project onto your prospects who you think you are all day every day.  You cannot hide or deny that your self-image is what your prospects experience whether you like it or not.  So who do you think you are?  (Notice […]

Stop overthinking prospecting.

It happens time and time again  . . . another veteran salesperson admits that he is uncomfortable with prospecting.  Chris has been selling for over 25 years with credible tech companies in the role of an account manager.   He shared that once he is face-to-face with a prospect that he has a high close rate […]

You are your biggest competitor. If you can agree with that, you are already on your way to responsible solutions to your sales career.

The mighty oak tree is deeply rooted in its value.  When the winds, rains, snow, sleet, hail come, it sways and flexes.  When the storms blow over and the sun comes out, the mighty oak tree is still standing gallantly with strength and beauty. As a salesperson, the external environment may be turbulent.  However, if […]