While there may be many fears, make no mistake but that they are your own and that they are likely manifested by one critical missing element. It’s not your product, your boss, or your company. They’re on you. Do any of these sound familiar? Fear of the unknown Fear of failure Fear of rejection Fear
In an article earlier this year, I announced “Craig 4.0 – My Final Work Chapter”. Well, here it is. I figure that I have five more years left in me and, as hard as I want to try to fully retire, work continues to be my main hobby so … I’m stuck. This does not,
I started my B2B selling career in 1977. I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. While I was probably pretty good at management, for the
What better way to end the year than with a confession. Might be good for my soul. I was sitting around the other day and I was musing about what terrible liars some salespeople are. They are actually terrible on two counts … They lie about the most basic, and yet the most important, things.
While the concept is simple, putting it in writing will be more of a challenge. This technique has evolved over my 40 years of B2B selling. It requires a great deal of nuance but, if you can master it, it might be the most powerful sales skill that you can develop. This technique is based
Have you ever wondered why there seems to be such a large gap between the top sales performers and the bottom ones? Why do some sales reps hit their quotas effortlessly while others struggle and lag behind? Being good at sales is a skill. It takes discipline, hard work and often natural talent. Some people
