Latest Articles

Latest Articles

“I Just Want To Be Happy…”

We are returning from a European family vacation as I write this. We visited Paris, London — yes, unfortunately, during the crazy heat — and a small medieval town in the Loire Valley of France called Chinon. In Chinon, there was an excellent wine shop near our...

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Swing The Sales Bat

Think baseball or softball: Every sales communication is a swing of the bat. Every proactive call. Every did you know question, or reverse did you know question. Every quote follow up. Every referral request. Every pivot to the sale, or every time you ask for the...

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Order Takers Do Not Grow Sales

Most salespeople are experts at taking orders and servicing the customer. This makes them more customer service people than salespeople. They build relationships, solve problems, and take orders by email and incoming phone calls. You know what they don’t do? Call...

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The Competition is Mediocre

I was interviewing a distributor client's customer and this is what he said about other suppliers he buys from -- my client's competition:   "When they're busy, they just pick up the phone and slam it down without saying anything."   I was incredulous, and...

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The Perfect Time…Does Not Exist

I have a prospective client who has been considering working with me…for seven years. Like many of my clients, it’s a multigenerational family business in an industry in which I’ve had a tremendous amount of success generating significant growth. We’ve not yet worked...

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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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