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...

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....

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...

If proactive communications are the key to predictable sales growth, the question becomes who should we communicate with? Here is a list of people who are most likely to buy more from you: Current customers who are also buying elsewhere, but could easily buy those...

I am engaged with a chemical distributor client right now, and, like all of my clients, they are enjoying very strong results. They have kindly granted me permission to share some of their data and revenue growth insights with you. I will do so without revealing the...