My Latest Posts

Thousand of Failures

We’re moving homes, and my wife has been on a shredding mission. While reviewing file boxes that have not been opened in many years, she…

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90% of Sales is Attitude

I was with a large distributor client a few days ago doing their all-day kickoff workshop. I spend about two-thirds of these sessions talking about…

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Let The Competition Email

The competition sends emails. Let them. We will use the phone. In fact, the competition sends LinkedIn spam. Let them. We will build relationships. The…

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We Must Demonstrate Interest & Care

We must do what we say we will do because so many people do not. We must be reliable because the competition is not. We assume they…

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Money Lists

Over the last couple of years, I’ve observed that almost no salespeople keep lists of high-potential customers and prospects to call; quotes and proposals outstanding…

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Top 5 Reasons You Should CALL Your Customer And Prospects

Here are the top five reasons you should call your customers and prospects: One: They will buy more. Right now, as you read this, your customers are…

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This Year Ask for the Business

As the old saying goes, you can’t win the business you don’t ask for. There have been many moments in my life where I’m ready…

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My 2019 Hopes & Wishes For You

On this New Year’s Eve, these are my 2019 hopes and wishes for you: May you understand and believe in your value as much as…

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Selling In a Slowing Economy

I am not an alarmist. In fact, if you’ve spent any time with me, you’ve probably noticed I am relentlessly positive and particularly when it…

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Send Value to Customers and Prospects

But will people still subscribe? But I HATE getting all these newsletters. These are two of the common lines of discomfort-resistance-fear-procrastination I hear when telling…

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