With Father’s Day fresh on my mind, I want to talk about gratitude today. Study after study shows that grateful people outperform ungrateful, or cynical ones. They’re more successful. They’re happier. They persevere more. So: do you come into work gratefully, or...

In my revenue growth projects with clients, we gather the customer-facing staff monthly to share victories and successes. Last week I had three of these meetings. In every one of them, happy, excited sales people told stories about the good things that happened when...

In sports, it is frequently said that consistency is what separates the best players from everyone else. Consistency of effort. (Even during practice.) Consistency of focus. Consistencyof preparation. Sales is the same way. Once is not enough. For example: calling a...

Let us be grateful today for the incredible strength and courage of our military and their families. Their work allows us to do ours. Let us celebrate their commitment and perseverance with commitment and perseverance of our own. May we always remember their...

Last week, I had two speeches to executive groups; two meetings with prospective clients to discuss what a project would look like with them; and presented a growth plan of recommended sales growth techniques to a client. We will teach these revenue growth tools to...

Thinking about picking up the phone and calling on prospects makes no money. But actually making calls to people who can buy? That's where the revenue growth comes from. Planning who you will ask for referrals won't make you a penny. But actually asking for those...

Who would you rather buy from an optimistic salesperson or a pessimistic one? Would you rather deal with a positive salesperson or a negative one? Would you rather talk to a grateful salesperson on the phone or a cynical one? Each of the “pairs” above are mindsets and...

In sports, you know you've "made it" when your team makes the playoffs or wins the championship. Perhaps an individual athlete wins an MVP award or does well in a big competition, or maybe makes an all-star game. All of these are obvious public acknowledgments and...

Right on the back cover of my new book, Selling Boldly, it says "You already know what to do." You know, for example, that phone calls are better than emails, and yet, many times, you email instead of call. One of the reasons for this is that we know we should call,...