Every year sales pundits offer their best guesses about the year ahead. Are
they right? Who knows. We rarely revisit past predictions.
That's why I've never much liked them ... until I read a Making Predictions
Makes You Learn Better by Annie Murphy Paul. In essence, research shows that
it's really not the prediction that counts. It's the thinking process that
goes into it -- and the resulting curiosity to find if what you've guessed is
right/wrong that really matters.
So here's my 2014 sales prediction:
And, it's very much related to my new book, Agile Selling, which I've been
thinking about for two years now:
In today's ever-changing business world, sellers are now the key
differentiator. Not your products. Not your services. YOU!
And, in 2014, sellers who are agile learners will dominate. Their mindset,
combined with their ability to rapidly assimilate new knowle... (more)
Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some... (more)
Since publishing my two free ebooks Cracking the LinkedIn Sales Code and
LinkedIn Sales Secrets Revealed, I get asked tons of question about how to
use LinkedIn best. One of the most contentious issues relates to the use of
Numerous people have written to tell me it's a total waste of time -- that
they never get responses from it. Yet, our 2013 survey results showed that
top sellers used it nearly 4 times more than all other respondents.
And, InsideSales.com reports a 700% increase in response rates when they use
InMail - over sending the exact same message via email. Ac... (more)
I used to hate my direct competitors—every last one of them. They were
evil. They were after me, trying to steal my best prospects and clients. My
guard was up whenever they were around.
Then one day something changed. I was months into the worst slump of my
career. Yes, I said months. The future looked grim; I honestly wasn't sure I
was going to make it.
Perhaps it takes a bit of desperation to open one's mind to new ideas -- and
a book. I don't remember the title, but it was about creating partnerships.
Not the legally entangled kind that take months to hammer out at the
Did you catch Clint Eastwood’s conversation with an empty chair at the
recent 2012 Republican convention? During his short speech, he talked to an
invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of
themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread
offline as voters around the country proclaimed Monday as “National Empty
Chair Day” instead of “Labor Day.”
The truth is, many people thought that Clint Eastwood was off his rocker when
he gave this rambling speech. He may have been, but tha... (more)