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Being accountable for an outcome is just part of being in sales. Being "Unreasonably Accountable" is the way incredibly successful sales people take the leadership role in any sales situation. When the unexpected occurs, great sales people first ask "What could I have done differently?" and "What can I do, within my control, to change the course towards a win?" Finding this trait in you takes self reflection and sometimes a good kick in the pants....

When you're fortunate enough to find a problem that needs solving for your customers and/or your market, do you find people who have the knack for coming up with lots of creative solutions? Are you surprised when a lot of those seemingly creative, smart ideas, don't get the promised results your customer needs? Did you waste your time and even more important, the time of your customer? I have a simple discipline that will help you avoid this pitfall. ...

If you unexpectedly ran into a key customer that you've been trying to meet with, do you know what you'd say to get them interested enough, in less than 30 seconds, to schedule that meeting with you? I call it the 30 second exchange and the goal is to get your prospect to be interested enough in you and your product to want to schedule time to learn more....

Do you know what people look for when making buying decisions on behalf of their company? Would it surprise you that it's not just what shows up on a balance sheet or income statement? There are five things people look for when making a buying decision and The Five Abilities sales methodology helps you act on those five things. ​...