Latest Articles

Latest Articles

If the Phone Were Invented After Email

In a review for my new book, Pick Up The Phone and Sell, a reviewer named Sean wrote one of the most fascinating ideas I’ve read all year: “If the phone were invented after email, we would claim it was a technological marvel that would revolutionize sales.” My...

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Let’s Focus on What We Can Control

Late last week, we learned that my brand new book, Pick Up The Phone & Sell, hit the WSJ bestseller list list in its first week of publication. This is tremendous news, and I very much appreciate your support in making this happen. Thank you! To commemorate this...

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The Four Mindsets for Sales Growth

We salespeople worry about offending our customers and prospects. We are fearful about overstepping, over-communicating. We are timid, because we don’t want to annoy. So we stay quiet, out of the way, because “if they need me, they will call me.” But that’s not how to...

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Nobody Fails More Than Salespeople

Sure, sales is a tough profession. Nobody gets rejected more than us. Nobody experiences failure after expending significant focused effort more than us. In baseball, you're one of the best who has ever played if you fail 70% of the time. In sales, we fail more than...

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