Latest Articles
Latest Articles
Quick Techniques To Finish Strong in 2022
What are your lowest-hanging sales opportunities right now? Make a quick list of them and call them proactively (unscheduled) and tell them you're thinking about them and that you would like to help them. Who are your best customers who can buy more from you? Make a...
How to Finish Strong in 2022
Six non-holiday weeks remain this year -- 30 business days, including today. That's plenty of time to finish the year out strong. That's more than enough time to follow up on open opportunities and move them toward a quote or proposal... To follow up on outstanding...
Here is Who I Work For. Who Do You Work For?
I work for my parents who brought me to America from Ukraine, which is once again absorbing missiles and something called kamikaze drone explosions. Like the millions who are still there, I would also be dodging these right now if my parents didn't take the immense...
Doing, Not Knowing, Feeds Your Family
We already know what to do. But that doesn’t mean we do it. We know that a phone call is better than an email in a selling situation, and yet we email most of the time. We know that referrals are a good way to grow business, and yet we don’t ask nearly as much as...
Gradually, Then Suddenly
Hemingway wrote these beautiful words in The Sun Also Rises. “Gradually, then suddenly.” It is how things happen. When I first started my consulting business, I struggled for years. Without experience, connections, clients, or financing, I built, I learned, I...
The 5×5 Plan for Fast Sales Growth
As I wrote last week, fear and discomfort are the top reasons we don’t make phone calls to our customers: we don’t want to bother them or make them upset. The second biggest reason we avoid proactive communications is that we rarely take the time to make a plan for...
Why Salespeople Don’t Call
Here is why salespeople do not make proactive phone calls: We don’t want to bother the customer. We don’t want to take their time. We don’t want to upset them. We don’t want to “lose” the opportunity. We don’t want to be rejected. We believe that if they need us, they...
Perfection Costs You Money
The product or service being delivered must be close to perfect, but the selling communications do not require perfection…they merely need to be made. Too often, we hold back communicating with customers and prospects because we don’t have the perfect thing to say....
We Are Entering The Home Stretch Of The Selling Year
We are entering the home stretch of the selling year. Summer is over, and Thanksgiving, which marks the official start of the holiday season, is just 11 weeks away. Fifty-five business days until the holiday slows down among your customers and sales colleagues. Sounds...
We Get To Help
Friday was my birthday and I am getting old. Something interesting happened that day: I had three different sales calls with people who had recently attended a speech and wished to discuss a possible project together. All three were owners of small companies, and I...