Latest Articles
Latest Articles
Predictable Growth For Your Smaller Company in 2023
There was a strong response to my 2023 Selling Boldly Revenue Growth Program for smaller companies. It's a 12-week process for you and your customer-facing team launching early in the year, designed to set you up for strong and predictable sales growth in 2023. Who...
A New Revenue Growth Program For Smaller Companies
I am happy to announce and offer you the 2023 Selling Boldly Revenue Growth Program. It is designed specifically for companies that are under $15 million dollars in revenue. Despite regular and frequent requests, I've never really had a way to help you, unless it was...
One Percent of Your Time
There are 120,000 working minutes a year, assuming eight-hour days and two weeks off annually. But it takes just five minutes a day -- or less -- to intentionally and predictably grow your sales. This is a total of 1,250 minutes a year, or almost exactly 1% of your...
Quick Techniques To Finish Strong in 2022
What are your lowest-hanging sales opportunities right now? Make a quick list of them and call them proactively (unscheduled) and tell them you're thinking about them and that you would like to help them. Who are your best customers who can buy more from you? Make a...
How to Finish Strong in 2022
Six non-holiday weeks remain this year -- 30 business days, including today. That's plenty of time to finish the year out strong. That's more than enough time to follow up on open opportunities and move them toward a quote or proposal... To follow up on outstanding...
Here is Who I Work For. Who Do You Work For?
I work for my parents who brought me to America from Ukraine, which is once again absorbing missiles and something called kamikaze drone explosions. Like the millions who are still there, I would also be dodging these right now if my parents didn't take the immense...
Doing, Not Knowing, Feeds Your Family
We already know what to do. But that doesn’t mean we do it. We know that a phone call is better than an email in a selling situation, and yet we email most of the time. We know that referrals are a good way to grow business, and yet we don’t ask nearly as much as...
Gradually, Then Suddenly
Hemingway wrote these beautiful words in The Sun Also Rises. “Gradually, then suddenly.” It is how things happen. When I first started my consulting business, I struggled for years. Without experience, connections, clients, or financing, I built, I learned, I...
The 5×5 Plan for Fast Sales Growth
As I wrote last week, fear and discomfort are the top reasons we don’t make phone calls to our customers: we don’t want to bother them or make them upset. The second biggest reason we avoid proactive communications is that we rarely take the time to make a plan for...
Why Salespeople Don’t Call
Here is why salespeople do not make proactive phone calls: We don’t want to bother the customer. We don’t want to take their time. We don’t want to upset them. We don’t want to “lose” the opportunity. We don’t want to be rejected. We believe that if they need us, they...