Discover how to thrive in the unpredictable terrain of modern sales by mastering decision making.

Discover how increasing your business contacts can drive larger deals and deeper engagement in enterprise clients.

Discover how evolving from a traditional salesperson to a consultative business advisor can drastically improve your B2B sales success.

I made my first cold call when I was 15. I was given a list of phone numbers of community groups. I called each number to ask the community group to conduct a charity bike-a-thon to raise money for a charity. I was the only person to get a group to raise money. In fact, I organized two events, which was more than the rest of the people making calls.

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If you want to see the future, you will need to look at demographics and geography. These two topics tend to allow you to look into the future. So when the Wall Street Journal prints “U.S. Fertility Rate Falls to Record Low” followed by the subtitle “Fewer babies were born in the U.S. in 2023 than any year since 1979,” it’s worth thinking about this trend.

Discover how Aikido principles can dramatically improve your sales technique and lead to consistent success.

The Challenges of Establishing Authority in Sales Workshops

The group in the workshop I was conducting wasn’t quite ready for the two topics I was teaching. The first obstacle was the concept of being One-Up, and the corresponding need to be an expert and an authority. It took a little time to help them recognize how much more they knew about what they sold compared to what their clients knew about it. Eventually, they recognized that their clients knew almost nothing about what they were buying except that they needed it.

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Unlock your productivity potential by mastering the art of prioritizing work that delivers long-term value and immediate results.