My Latest Posts

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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Year-End Revenue

During a web meeting where customer-facing staff discuss technique and successes with the sales actions in our revenue growth project, one outside salesperson recounted this…

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Four Working Weeks

There are about four working weeks left in 2018. What will you do to sell more and finish the year strong? Will you call customers…

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