Welcome to September. Fall has arrived. Four months remain this year. Remove the slow holiday weeks of Thanksgiving, Christmas and New Year, and we are left with 14 productive working weeks. Minus holidays, that's about 68 working days, after today. Doesn't seem like...

One of the major activities my clients start doing systematically is using the telephone more to call customers and prospects. Many salespeople immediately assume I mean cold calling as soon as we start talking about the phone. Naturally, they resist this, as they...

Henry Ford said, “Whether you think you can, or you think you can’t, you’re right.” And because behavior follows mindset, here is a revenue growth affirmation, or manifesto, to help you think you can. Read it daily, or weekly, or whenever you feel like you need a...

Over the weekend, with drinks, a friend asked me if I had to pick the topic of my next (fifth) book right now, what would it be about? It was an interesting exercise, more about the first thing that comes to your mind, rather than a careful consideration of options. I...

In baseball, you can hit the ball exactly right, and it flies right at a defender for an out. But anyone who has ever played or followed the game knows that if you hit the ball correctly — with the right mechanics —enough times it will find the hole. You will get your...

Every year, I take each of my kids — nine-year-old twins — on a one-on-one trip. As twins, they do nearly everything together, and we all find these outings special. Last night, my son, Noah, and I returned from a road trip to Springfield, Illinois, where Abraham...

We assume the competition is excellent, but it is not. The customers of my clients tell me this all the time. I ask them, and they are happy to tell me how difficult life is with the competition. Other providers are not present. They are not easily reachable. They do...

Predictable sales growth which you can plan for requires proactive action. Here are seven reasons why you should pick up the phone and call customers and prospects instead of just answer it; why you should offer additional products and services instead of only those...

With the Fourth of July holiday last week, I've been thinking a lot about the Founders of America. In fact, after being on the lookout for an interesting print of the famous painting of the signing of the Declaration of Independence by John Trumbull, I recently...

Today is the first weekday of the second half of 2018. It’s a good time to make an honest assessment of how your year is going, and, critically, to chart your proactive sales work for the coming six months. If your year isn’t going as well as you thought it might,...