Today I'm very happy to announce a powerful new 2019 sales growth coaching program that I think you will like a lot. It's for individuals -- owners, executives, and salespeople -- who want to add 10, 20 and even 30% to your perusal sales quickly and easily. This is a...

Current events, along with our politicians and news media are creating a lot of fear and discomfort these days. People are rightfully more stressed and uncomfortable than usual. Many of your customers feel this way. In this environment, those of us in sales are in a...

Here are the reasons we don’t proactively communicate more with customers and prospects. This is why we don’t call them instead of email. And it’s why we don’t offer additional products and services. We don’t want to bother them or take their time. We don’t want to...

Last week I was doing the first of four revenue growth kick-off workshops for a large client, and we did a striking exercise. On a slide, I put the words of my client’s customers, whom I interviewed in the months leading up to the session. These included: wonderful;...

We humans mostly behave according to our fears. That is, salespeople do what we can to avoid rejection because that is our great fear. So, most of us will usually email instead of call. Most of us tend to shy away from asking for referrals, or testimonials, or...

In this last quarter of the year, you can double your sales. If you want to. And if you think you can. Because if you want to, and if you think you can, you will actually do the work that sales growth requires. Because that work is the “secret” to selling more....

Right now, as you read this, your customers are buying things from the competition which they could be buying from you. They would like to buy them from you. That’s why they’ve been with you for so long. You provide them with great value. They appreciate you. Also,...

Dateline: Last Thursday, at a client Revenue Growth Workshop, with 90 customer-facing staff members in the room. This is the event that occurs about 90 days into my projects, where we show staff how incredibly positively they are viewed by their customers, and then we...

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...