Latest Articles
Latest Articles
The Joy of Growth
In the last three weeks, I've conducted 12 speeches and workshops, by far my busiest stretch of 2016. Some of these were client workshops, some were keynotes at associations meetings, and some were simply audiences of prospects. Perhaps you attended one (or more!)....
The Fear Of Rejection in Sales
A rare video this week that coincides with the latest newsletter. An important piece on the fear of rejection we deal with in sales, and its terrible impact on our work and pay....
Kill The Fear
For many salespeople, the fear of rejection is bigger than the need to feed their family. Think about the massive power -- and tragedy -- of this truth. We would rather not know the answer, than open ourselves up for possible rejection. It's why we email instead of...
Happiness Matters
At my Revenue Growth Summit 10 days ago, I gave everyone a canister of vanilla pecan cookies. Printed on the outside, in large letters, was "Pivot to the Sale!" Every time the 55 or so attendees ask for the business, I advised them to eat a cookie. (It's why I make...
Revenue Growth Requires Two Tracks Of Communication
Alex Goldfayn discusses how revenue growth requires two parallel tracks of communication, 1-on-1 and company-to-many. https://www.youtube.com/watch?v=x3HkAB1NVuQ&inf_contact_key=e5372ae09360c5742015509267601ba8ef2cee54e14edbd939c4aedbce56aac3
The Island In The Storm
The media and political environment will continue to be negative. The media is encouraged to make you feel terrible. The politicians do so and make themselves the answer to all your problems. In this environment, your customers will be more attracted to positivity...
Revenue Vehicles, Content & Targets
The more that people hear from us, the more they buy from us. Here are comprehensive lists of communication delivery vehicles (the how), content (the what), and targets (the who). I know there are others, but my list is created with a single purpose for my clients:...
75 Days
It's August 29. There are 17 weeks to go until the end of the year. Let's subtract two weeks for holidays and vacation time, which puts us at 15 weeks, or 75 weekdays. In revenue growth, quantity trumps quality. The more that people hear from you, the more they buy...
Free Revenue Growth Summit September 7, 2016
Wednesday September 7, 2016 — 9:30 AM to 12:30 PM Hyatt Rosemont Cost: $50 Donation to The Make-A-Wish Foundation Register Now Big news! I’m hosting a free half-day Revenue Growth Summit on Wednesday September 7, 2016, at the Hyatt Rosemont near O’Hare Airport. The...
Grandma
I'm turning 40 years old this week, and my grandmother just turned 90. I'm incredibly lucky and privileged to have her, now into my middle age! She taught me Russian, which I still speak fluently, but, somewhat amazingly, she also taught me English! My children are...