Too many salespeople get caught up in the process and making sure that they have all of the contracts and paperwork done one-hundred percent correct.   That’s all well and good, but it doesn’t mean anything until you actually close the deal.   Shake your clients hand, start working for them, and do the paperwork later.
The moment [...]

In any pursuit of excellence the difference between the 90th percentile and the 99th percentile is all about the details. The results are exponential in gain. Every step up the ladder, every detail you look at that your competition doesn’t gains you more than the one before.
Think about the last time that [...]

There’s always going to be people who dislike you and your company or your product. You can’t avoid that. While I both say that it is important to know what your competition is doing, I also agree with what Tyler Hurst wrote about not worrying about your competition.
Building on his point, [...]

from: http://whitehatblackbox.com/2009/05/a-little-motivation/
I stumbled onto this picture thanks to Twitter today and it really resonated with me. Every salesman should post this somewhere where they can see it everyday, for that matter anyone working at a startup, or any entrepreneur.
Fear of change will result in doing the same thing over and over [...]

It never gets any better than during negotiations. If you have a tough negotiation with a client, it’s not likely going to be all rosy as you deal with your new client moving forward. If the negotiation goes smoothly and easily, you likely will have an easy to deal with client [...]