Latest Articles
Latest Articles
Recording of Last Week’s Webinar
Good morning and happy Monday! The 40-minute recording of last week's webinar is on my Youtube channel here: I presented several planners during this session, and you can download them by clicking here: 5-2022 Webinar Planners.pdf. Finally, head on over to our private...
Sales Growth Lessons From the Kentucky Derby
The alternate horse won the Kentucky Derby on Saturday. To frame the immensity of this upset, consider that the horse, named Rich Strike, is the biggest long shot to win the Derby in 110 years - which is pre-World War I. I often turn to sports for inspiration and...
Growing Sales In a Slowing Economy
Growing Sales In a Slowing Economy Is it possible to grow sales in our current economy? Inflation is rising dramatically. Supply chains are delayed and unreliable. Commodity prices are shooting up and plummeting down, often days apart. And hiring reliable help is...
Change = The Start + The Repetition
Change = The Start + The Repetition People ask me, “How do I make more phone calls? Me: “Well, you make it a priority to make some calls every day.” Other people ask: “How do I start writing?” Me: “By writing.” The doing isn’t the thing. We all know what to do. Making...
Chase The Rejections
Sales is a rejection profession but we salespeople do everything possible to avoid it. Nobody fails more than salespeople -- not even baseball players, where a 70% failure rate is considered exceptional. And yet, we salespeople go to great lengths to avoid being "no"...
How Customer Friendships Create Sales Growth
Some people are experts at small talk — they can work a big room and instantly be everybody’s distant acquaintance. They are experts at knowing a tiny bit about a lot of people. Most interactions happen on the surface. Many politicians are this way. And many...
How to Eliminate Peaks & Valleys in Your Sales
Multiple clients -- manufacturers and distributors -- have told me their customers are canceling meetings with them. Some companies have implemented "no travel" policies during this Covid surge. Some customers are required to work from home, where they cannot meet...
Persevering in 2022
For about two years I have been working on selling a revenue growth project to a large, several-hundred-million-dollar distributor. This fall, after two years of talking, we finally got a meeting together with the president and two sales leaders. It went very well....
How Owners, Executives and Sales Leaders Can Grow Sales in 2022
My last newsletter mailing of the year is for owners, executives, managers, and leaders of sales teams. Here are the approaches you can implement in 2022 to create systematic, organic, predictable sales growth. These will seem annoyingly simple to you, and that's...
What If They Steal My Customers?
Here is a comment a client shared with me today, during a discussion about about placing testimonials throughout their website: "We thought about this and decided not to do because we didn't want our competition stealing our customers." This was my response: If a...