Latest Articles
Latest Articles
Ready — Fire!!! – Aim
This week's video is about the importance of over-executing and under-planning when it comes to revenue growth. Ready? FIRE!!! (And fire again!!) Then aim and adjust. https://www.youtube.com/watch?v=Ehy7JYXS-Kw Overthinking is one of the biggest obstacles...
The Telephone Call
I frequently tell clients that all of the revenue growth techniques I teach are designed to uncommoditize them. That is, the goal of everything we do is to help you stand out from the crowd and differentiate you from the competition. One way to do this, ironically and...
The Role Of Social Media In Revenue Growth [VIDEO]
This week's 87-second video is about the role of social media in b-to-b revenue growth. https://www.youtube.com/watch?v=s3MNzzl3AJ0 If you’re in B2B business, bear in mind that you can’t expect steady inflow off social media. If you’re spending time on social media –...
5 Simple Approaches For Closing The Year Out Strong
If we remove the weeks of Thanksgiving and the final two weeks of December, there are five proper working weeks left in 2015. Here are five simple approaches for closing the year out strong: 1. From now until the end of the year, inform every customer and prospect you...
How Much Communication is Too Much?
I was giving a keynote speech in Las Vegas on Friday morning, and an audience member asked, "How much communication is too much? When will customers, prospects, and those on my list get annoyed and complain?" My answer: If your communication is helpful, and about your...
Selling With Confidence
This week's 73-second video is about the importance of selling with confidence and boldness. https://www.youtube.com/watch?v=1TlnH2qSjmo We must behave with the boldness and confidence if we want to be taken seriously. We need to show our clients that they should feel...
You Are Not Lucky…Your Customers and Prospects Are Lucky
You are not lucky when your prospect picks up the phone; he is lucky you are calling him with your great value. You are not lucky when you get a meeting with a prospect; he is lucky to have an opportunity to do business with you. You're going to improve his life and...
Why We Work
If you've seen me speak, you've heard this story, but I think it's important, so here it is for everyone. This week's video is about why we work. It's important to get clear on this, because when you know why you work, and who you work for, everything becomes easier....
A Simple Follow-Up Can Close Tens of Millions Of Dollars of New Business
I was doing a keynote and workshop last week for a large distributor client with hundreds of locations. After my sessions, a young salesman took one of my techniques (details below) and immediately applied it to a customer. Within a minute, he closed new business....
The Importance of Marketing to Existing Customers
Today's episode focuses on why it's critical to market even to existing customers, so that they stay with you long term. https://www.youtube.com/watch?v=7Kmb7Bl8Np4 Existing customers won’t be there forever unless you remind them of why they chose you in the...