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...

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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...

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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...

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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...

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