Latest Articles
Latest Articles
Why Sales Goals Should Consist of Efforts, Not Results
Making a sale is out of our control, but making the effort to make the sale is totally within our control. This is why my Selling Boldly clients count efforts -- swings -- not successes (hits). This is particularly effective because we know what the batting averages...
News & Developments
This email comes to you after my first pause in the weekly schedule in about 20 years. (Only people of a "certain age" can reference doing something for 20 years, and it appears I have attained it.) The holiday period and early weeks of the year were a good time to...
The Work We Get To Do In America
As we watched football in America on Sunday, and again last night — with our families, and our snacks, and our drinks — the nation of Israel was responding to the worst attack on Jewish people in about 80 years. At my house, on Sunday night, we hosted some of our...
How To Grow Sales In The Fourth Quarter
Welcome to the most important quarter of the year. These final three months of the year are the most important of the year -- for most of us, they will determine whether our year will be wildly successful, moderately so, or worse. Included in this quarter are three...
Baseball Great Joe Girardi On Motivation & Sales Growth
I run a peer group of clients called the Revenue Growth Leaders, and once a year we gather in person to discuss best practices and techniques for proactive revenue growth. Everyone in the group has done or is doing a sales growth project with me. The people in...
The Power of Writing It Down
Surprisingly often in my work, I hear the following from salespeople: "I'm doing it, I'm just not writing it down." In my revenue growth projects with clients, tracking and recording opportunities is an important component of the success we create. (My clients add...
Sell Using The Activities You Enjoy Most
You will never read anything in my work that feels complicated or difficult to do. My stuff is simple because it has to be because most salespeople are really busy. If it were complicated, nobody would do it. Today's article is at the top of the list of advice you...
CEOs Cannot Make Change At Arm’s Length
Selling Boldly thoughts and guidance from my current client work: If you are the leader of your organization, and you are trying to create new mindsets and behaviors — for example, a Selling Boldly proactive growth initiative — you must lead this effort personally....
Who Deserves Your Proactive Sales Work?
Proactive selling work is often uncomfortable: few people are eager to make proactive calls, even to those we have trusting relationships with when the most likely outcome is rejection. That’s why, from time to time, it’s important to remind ourselves of why we do...
How To Deal With Sales Slumps
Sales is a streaky profession. It's easy to get hot, close a few good deals in a row, and feel confident and optimistic about every single opportunity coming your way. Pick your metaphor: when you're hot, the game slows down. We see things clearly and correctly. The...