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...

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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...

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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...

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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"...

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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....

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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...

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