Latest Articles
Latest Articles
The One Characteristic That Leads Most Directly to the Most Sales
I’ve worked with thousands of salespeople over the last 10 years, and I’ve come to believe there a SINGLE, powerful characteristic that separates the most successful from the rest. It is at once the most important characteristic salespeople can have, and also the...
Do you invest in your own training?
Do you invest in your own sales training? Some salespeople only do the training their company provides, which can sometimes be minimal. Some salespeople however invest their own money in their own training to help them achieve more. If you do invest in your own...
Reshape Your Relationship With Marketing And Sales
Last week I chatted with 👩🏻 Em Wilson about my newest book, 5-Minute Selling, and she gave her account of what her approach to marketing and sales is after reading the book as well as my previous book, Selling Boldly. "It will reshape your relationship with marketing...
Pick up that phone and go and find those prospects that need what you sell
The best way to build confidence in making sales calls will always be to pick up the phone and make calls. Yes, read books that will help. Yes, do training to get better at calls. Yes, shadow top performing cold callers. But none of that will mean anything until you...
76% of salespeople aren’t getting Referrals on a regular basis.
76% of salespeople only occasionally ask, or never ask, for referrals. That's quite a shocking number. This was from a LinkedIn poll I ran over the weekend where only 24% of them said they asked for referrals with every customer. When you add that to another recent...
Applying 5-Minute Selling To Your Work with Em Wilson – A Conversation Series
Join Alex Goldfayn on "Applying 5-Minute Selling To Your Work, A Conversation Series" on Tuesday, October 27 at 9am PT / 12noon ET. Our guest Emma-Louise Munro Wilson will discuss how she's applied the system to her business.
What did it take to get from there to here?
When I was a child, my family came to America with $20 and nothing else. Today I run a $3 million per year solo consulting practice, but the journey here has not been easy. When I started doing this work, I was proposing (and getting rejected) for $7,500 projects....
Quickly Plan. Quickly Do. Quickly Track.
Here are the three keys to predictably growing your sales: Quickly Plan. Quickly Do. Quickly Track. Quickly planning means lay out your proactive calls and also your follow-ups for the entire week in five minutes or so. On Sunday or Monday. Use my free Proactive Call...
Asking For A Referral Should Be a Conversation
Asking for a referral should be a conversation and not a single question like, “do you have a referral for me?” Here is your starting question: “Who do you know, like yourself, who I can help as I help you?” Ask the question and wait. Be silent. Let your customers...
Read this before your next sales call
I know how valuable I am to my customers. I help them immensely, and my customers have been with me for years because of this. I am not lucky that this customer has taken this meeting or call, rather, they are lucky I am calling them. I could be with anybody today,...
