Latest Articles
Latest Articles
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...
My Favorite Quotes To Help You Sell More
Here are some of my favorite quotes about success in sales and life: "Whether you can or you think you can't, you're right." -- Henry Ford. "Many of life's failures are people who did not realize how close they were to success when they gave up." -- Thomas Edison...
Communicate More, Sale More
In my revenue growth projects, my clients track the quantity of intentional proactive communications (swings) made by salespeople to customers and prospects against the sales generated (hits) by each salesperson. After more than 350 projects, and tens of millions of...
Fail Enthusiastically
"Success consists of going from failure to failure without losing your enthusiasm." Winston Churchill uttered this nearly perfect definition of sales work -- and probably of life itself. We work in the failure profession. Nobody fails more than us salespeople, not...
Fishing For Upside
We are not a fishing family, but we were in Hawaii for spring break last week, and we chartered a boat to go deep-sea fishing. There were six lines in the water at all times, and we were on the boat for four hours. As it turns, you don’t touch the rods and reels...
It’s So Easy To Stand Out From The Crowd in Sales
Positivity is just as contagious as negativity, but it’s a lot more rare. Like, for every 95 instances of negativity in a person’s day, there are maybe five positive ones. So why not bring customers and prospects positivity and enthusiasm? You’ll probably be the only...
10 Reasons Salespeople Avoid Calling Customers
Here are 10 reasons why business development folks avoid making proactive calls -- and for our purposes, let's define a proactive call as one that's made to a customer or prospect who you know when nothing is wrong. That is, it's not a cold call, you have some...
How to Create Permanent Corporate Change
After over 300 revenue growth projects across more than 16 years, here is what I know about creating permanent corporate change: It must come from the top. That is, the top executive should lead the way. Lasting change cannot be initiated from the middle of the...
How My Client Turned Their Slowest Months Into Their Busiest
Last week I was with one of my wholesaler clients for their 90-day post-launch meeting. This meeting involves every customer-facing employee who is participating in our program of systematic, intentional proactive customer communication. The company distributes more...