Over the last couple of years, I’ve observed that almost no salespeople keep lists of high-potential customers and prospects to call; quotes and proposals outstanding to follow up on, and products and services to offer. These are three critically important lists, and...

Here are the top five reasons you should call your customers and prospects: One: They will buy more. Right now, as you read this, your customers are buying things from the competition which they should be buying from you. In fact, they’d like to buy it from you. Give...

As the old saying goes, you can’t win the business you don’t ask for. There have been many moments in my life where I’m ready to buy, and the seller doesn’t ask me to. So I don’t. Sometimes, I have to try to chase the seller down to give him or her my money, and...

On this New Year's Eve, these are my 2019 hopes and wishes for you: May you understand and believe in your value as much as your customers do. You improve their lives and companies. They know it. In 2019, may you know it. May you use this understanding as the...

I am not an alarmist. In fact, if you’ve spent any time with me, you've probably noticed I am relentlessly positive and particularly when it comes to the mindsets and techniques of sales. However, our economy is turning a corner, and the environment is changing. As...

But will people still subscribe? But I HATE getting all these newsletters. These are two of the common lines of discomfort-resistance-fear-procrastination I hear when telling clients that as a part of my revenue growth program we will be emailing their list of...

During a web meeting where customer-facing staff discuss technique and successes with the sales actions in our revenue growth project, one outside salesperson recounted this simple but powerful story: Following our all-day workshop where we discussed in depth the...

There are about four working weeks left in 2018. What will you do to sell more and finish the year strong? Will you call customers who can buy more from you? Right now, as you read this, your customers are buying things from the competition that they could be buying...

Last week, I did workshops and webinars with three different clients. Here are their results: A $225M distributor added $3.3M in sales, an additional $5.4M in new business quoted, and another $8.6M in new opportunities opened…in just one month of implementing the...

I did speeches and workshops at three different association meetings the week before last: the construction supply chain industry; the building services industry; and the pipe, valve and HVAC distributor industry. Last week, I did two client workshops that launched...