There’s a misconception in sales that the “relationship-builder” is king. However, there’s sales research that shows that it’s actually the challenger style of selling that consistently produces more than all types of sales professionals. That’s … Read More
Missing Structures in Your Business
Over the past decade I’ve had the pleasure of coaching top producers from all walks of life. First as a career/author speaker to young professions. Next as a business professor in the Texas A&M system. … Read More
Sales is a Game of Probability
Probability in Sales When you study probability, you learn that anything can happen at any time. However, those who are most successful during long-periods of time have a disciplined focus. Since college football is right … Read More
The BEST of the NEXT
NEXTPERT Concepts Anniversary My entire life I’ve always been attracted to successful people, but at age 25 I became almost fanatical in my professional development. I studied dozens of thought leaders, and decided to write … Read More
What’s Your Free Prize?
Find, Package, and Sell Your Special The last ingredient of a “Person of Influence” is the free prize inside. This is a concept made popular by marketing genius Seth Godin over ten years ago. A … Read More
Becoming a Person of Influence
10 Ingredients of a Person of Influence During the last article, we taught why “status sells” and introduced the person of influence assessment. The reason we should all aspire to become a person of interest … Read More
Why I Believe Status Sells
How Attractive is Your Personal Brand? Most salespeople are taught to chase business vs. attract it. Sales advice, especially early on, is filled with platitudes such as “get your name out there” or “hand out … Read More
Tired of Missing Deals?
When I don’t get a call back during the follow-up process or I lose a deal it tells me one thing—my status isn’t where it needs to be with the buyer to close the deal. … Read More
