Latest Articles

Latest Articles

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...

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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...

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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...

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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...

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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...

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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....

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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...

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