One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues …

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects. And a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead …

I don’t know about you, but I hold lots of meetings: I do as many as I can over the phone, but far too often I must travel somewhere to meet people to walk them …

I met Neil Rackham at a think tank we were both members of. When first introduced, we smiled at each other, but were both somewhat reticient to speak. After all, I had written about him in one …

In 1992, I decided to write my first sales book. I didn’t really mean to, but I was ‘retired’ from my company in London, and living on a small ranch in Taos, and had absolutely …

My colleague Reg Nordman emailed me with a query today. One of his clients posed the following question: ” How do I market that our firm is committed to be a trusted advisor? “
There is so much …