Getting better at selling is a lifelong journey.
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Since starting my marketing company in 1988, I’ve always tracked almost every phone call I made, every appointment I’ve gone on, every deal I’ve closed or not closed. Mostly by paper and pen. You can call me neurotic, but it made me smarter about what was working or not.read more
We have all been there – a customer poses a tough question and instead of responding with the intelligent answer we had prepared, we feel a rush of adrenaline, intellectual thought leaves our heads and – let’s just say – it’s less than a proud moment.read more
The phone is ringing, my boss is hurling new urgent demands my way, and I am getting ready for a badly needed vacation. You are my next appointment and have to captivate my attention. Just how do you plan to do that?read more
Long before I had even $1 million to buy and sell deals with, before I hired cognitive scientists and neuroscientists to show me the foundations of human attention, and before I had $400M of deals under me, I was flying blind in the world of deal making.read more