Latest Articles
Latest Articles
3 Types Of Customers Most Likely To Grow Your Sales
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...
Client Case Study: How To Feed Your Revenue Engine
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...
How To Do More Business With Your Current Customers
They come to you because you do what you say you will do. So go to them, and ask what other products and services they need from you because the competition does not do what they say will do. They come to you because you are available to them, on your cell phone, even...
Positivity is Just as Contagious as Negativity
Negativity is very contagious, right? If you are around negative, pessimistic, cynical, or complaining people, it won’t be long before you are feeling some of those things yourself. It's why the news -- online and on television -- makes us feel stressed and...
My Daughter Bella’s Lessons on Perfection
Six weeks ago, I shared with you the video and learnings from my daughter Bella's excellent but ultimately finals-losing speech in her school speaking competition. Her twin brother, Noah, won the contest. Today, I write to you about Bella again. My kids are my "why"...
In This Economy, Reactivity Leads To Revenue Shrinkage
Like some kind of fox, May has snuck away and turned into June, and the summer months are upon us. That's more than 40% of the year now behind us. Remove two weeks for vacation and three weeks for the November-December holidays, and less than half of the year's...
Why Not To Send Email Surveys & What To Do Instead
When you send people email surveys, you are giving them homework, and people have enough annoying and frustrating things to do in their lives without you piling on. Rather, consider a brief phone interview, which has the following advantages: You can hear the...
How To Grow Market Share In A Bad Economy
By all accounts, the economy has slowed. Many of my clients operate in the construction industry. They are distributors and manufacturers of products used in construction and remodeling, as well as service companies like engineering firms. Interest rates are higher,...
Facts That Make It Easier To Sell More
Facts that make it easier to proactively sell to customers and prospects: You aren’t selling, you’re helping. And customers want your help. In fact, they need your help. Even if you told them, your customers don’t know what else they can buy from you. So, keep trying...
Winning & “Losing” with the Goldfayn Twins
On Friday, the 13-year-old Goldfayn twins delivered 5-minute speeches in the finals of their school's annual speaking competition. It's an upper-school-wide contest where about 200 fifth-through-eighth graders write, edit, and deliver a speech on the topic of their...