Latest Articles
Latest Articles
As Supply Constraints Ease, An Extraordinary Opportunity To Permanently Grow Sales
Manufacturers and distributors make up about 80% of my clients. They are in sexy industries like lumber, chemicals, plumbing, HVAC, electrical, and other industries that make the world go around. The vast majority of my clients are currently supply constrained. That...
Excellent Salespeople Simply Do The Work
I want to thank you for the many kind comments to last week's Fourth of July newsletter titled Wondrous America, about my family and the country that we love. It was gratifying to read your responses, and I particularly enjoyed the stories of your own family histories...
The Phone Will Always Be The Most Powerful Tool in Sales
Most salespeople talk twice as much as they listen
Most salespeople talk twice as much as they listen, whereas the key to success in sales lies from doing the opposite.
The Hardest Sales Call To Make Is Always The First One of the Day
The hardest sales call to make is always the first one of the day. Get that done and the rest will be easy.
Wondrous America
I am an immigrant to America, arriving here when I was two years old with my parents. They knew no English, and had neither money nor connections, nor other family here. My dad, who fought like hell to get here, worked in electrical engineering in the Soviet Union....
When You Make Your Sales Calls Today…
When you make your sales calls today, don’t forget to smile. If you’re enjoying the call there is more chance that they will enjoy it. Just smile and dial, it’s that simple.
5 Cold Calling Tips To Help You Achieve More Success On The Phone
Here are 5 cold calling tips to help you achieve more success on the phone this week… 1) Think about success before you dial. Don’t feel bad, don’t fear rejection, just focus on the opportunity that might be on the other end of that call. Each call could be someone...
The Moment You Realize That Sales…
The moment you realize that sales isn’t about trying to sell a product but about trying to solve people's problems is the moment you truly understand why sales is such an amazing job.