Sales Growth Lessons From the Kentucky Derby

The alternate horse won the Kentucky Derby on Saturday. To frame the immensity of this upset, consider that the horse, named Rich Strike, is the biggest long shot to win the Derby in 110 years – which is pre-World War I. I often turn to sports for inspiration...

Growing Sales In a Slowing Economy

Growing Sales In a Slowing Economy Is it possible to grow sales in our current economy? Inflation is rising dramatically. Supply chains are delayed and unreliable. Commodity prices are shooting up and plummeting down, often days apart. And hiring reliable help is...

Change = The Start + The Repetition

Change = The Start + The Repetition People ask me, “How do I make more phone calls? Me: “Well, you make it a priority to make some calls every day.” Other people ask: “How do I start writing?” Me: “By writing.” The doing isn’t the thing. We all know what to do. Making...

Chase The Rejections

Sales is a rejection profession but we salespeople do everything possible to avoid it. Nobody fails more than salespeople — not even baseball players, where a 70% failure rate is considered exceptional. And yet, we salespeople go to great lengths to avoid being...

How Customer Friendships Create Sales Growth

Some people are experts at small talk — they can work a big room and instantly be everybody’s distant acquaintance. They are experts at knowing a tiny bit about a lot of people. Most interactions happen on the surface. Many politicians are this way. And many...