Latest Articles
Latest Articles
Fishing For Upside
We are not a fishing family, but we were in Hawaii for spring break last week, and we chartered a boat to go deep-sea fishing. There were six lines in the water at all times, and we were on the boat for four hours. As it turns, you don’t touch the rods and reels...
It’s So Easy To Stand Out From The Crowd in Sales
Positivity is just as contagious as negativity, but it’s a lot more rare. Like, for every 95 instances of negativity in a person’s day, there are maybe five positive ones. So why not bring customers and prospects positivity and enthusiasm? You’ll probably be the only...
10 Reasons Salespeople Avoid Calling Customers
Here are 10 reasons why business development folks avoid making proactive calls -- and for our purposes, let's define a proactive call as one that's made to a customer or prospect who you know when nothing is wrong. That is, it's not a cold call, you have some...
How to Create Permanent Corporate Change
After over 300 revenue growth projects across more than 16 years, here is what I know about creating permanent corporate change: It must come from the top. That is, the top executive should lead the way. Lasting change cannot be initiated from the middle of the...
How My Client Turned Their Slowest Months Into Their Busiest
Last week I was with one of my wholesaler clients for their 90-day post-launch meeting. This meeting involves every customer-facing employee who is participating in our program of systematic, intentional proactive customer communication. The company distributes more...
Grow Your Revenue With Me For 90 Days
My new 2023 Selling Boldly Revenue Growth Program starts in exactly three weeks -- March 6 -- and it's almost full. Here are the key details: It's a 90-day program, split into two 45-day halves. During the first 45 days, we (together) create your unique, custom...
The Incredible Benefits of Proactive Revenue Growth
There are two kinds of growth: The growth that happens to you is a result of incoming orders, great customer service, and effectively delivering products and services your customers ask for. This growth is reactive. You are not in control of it. It happens to you....
The 90-Day Selling Boldly Revenue Growth Program Begins on March 6
I am pleased to let you know that the dates for the 2023 Selling Boldly Revenue Growth Program have been set. Here are some highlights: We begin the week of March 6 with one-on-one calls between owners and myself. On March 23 I'll meet with your I.T. or tech person to...
3 Calls A Day Is Enough To Sell As Much As You Want
I run the largest solo practice of any kind that I know. There may be bigger ones, but in the solo consulting communities I hang out in, there isn't another true solo at this level. There used to be people running larger solo practices, and I used to go to them for...
But Young People Don’t Use The Phone
In nearly every speech I do, the question -- or, objection, really -- comes up: "But young salespeople don't talk on the phone..." Or young people don't like the phone. Or they only like to text and use social media. "What do you have to say about that," they...