My Latest Posts

Refreshing Changes

Last week I was doing the first of four revenue growth kick-off workshops for a large client, and we did a striking exercise. On a…

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Refreshing Changes

Last week I was doing the first of four revenue growth kick-off workshops for a large client, and we did a striking exercise. On a…

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The Risk and The Effort

We humans mostly behave according to our fears. That is, salespeople do what we can to avoid rejection because that is our great fear. So, most of…

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The Secret to Sales Growth

In this last quarter of the year, you can double your sales. If you want to. And if you think you can. Because if you…

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The Did You Know Question

Right now, as you read this, your customers are buying things from the competition which they could be buying from you. They would like to buy them from you.…

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Scenes From A Revenue Growth Workshop

Dateline: Last Thursday, at a client Revenue Growth Workshop, with 90 customer-facing staff members in the room. This is the event that occurs about 90…

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Enthusiasm in Sales

I’ve worked with thousands of salespeople over the last 10 years, and I’ve come to believe there a single, powerful characteristic that separates the most…

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Sixty-Eight Working Days

Welcome to September. Fall has arrived. Four months remain this year. Remove the slow holiday weeks of Thanksgiving, Christmas and New Year, and we are…

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Call Friendlies

One of the major activities my clients start doing systematically is using the telephone more to call customers and prospects. Many salespeople immediately assume I…

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Revenue Growth Manifesto

Henry Ford said, “Whether you think you can, or you think you can’t, you’re right.” And because behavior follows mindset, here is a revenue growth…

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