“They will never let me do it that way”
“They’re holding me back”
“They don’t know what it really is like out here selling”
Who is this mysterious group of people who is holding you back from doing the things you want to do?  If you really want to be successful in whatever it is that you’re doing, [...]

Everyone in sales will tell you that you need to push your value, not your price on your customers.  Great, no problem, how do I do that?
Value is what makes your offering better for that client than your competitions.  It isn’t always going to be the same thing.  Some clients its price, some it is [...]

Some people will tell you that luck makes the difference between one guy making the sale and another when the deals are very close. I will tell those people that they are full of it. Luck does play absolutely play a role in life sometimes – but not in sales.

Being the first person [...]

If you are a competitive person there are few things worse than finishing in 2nd place. Personally I’d rather be last than 2nd. Unless you are historically ‘not good enough’ a la the early 90s Buffalo Bills, no one remembers the guy who finished second.
In sales when you are working on a deal, [...]