Latest Articles
Latest Articles
Behavior — and Sales — Follow Mindset
Technical difficulties prevented me from getting this to you earlier today, but I decided tonight is better than tomorrow morning, if for no other reason than to keep my streak of 164,831 consecutive Monday newsletters sent (this is only a slight exaggeration). Over...
Welcome to The Second Quarter
Welcome to the second quarter of 2022. The business environment is as "close to normal" as it has been in the two-plus years since Covid began. How is your selling year going? What are your goals for the second quarter? Who will you call -- if not for the quarter,...
Simple and Free Tools To Help You Sell More
Here is an overview of the simple, free tools I've put together for you to help you make proactive calls to rapidly grow your sales. The more customers and prospects hear from you, the more they buy from you. This Proactive Selling Accountability Platform (PSAP) is...
The Proactive Selling Accountability Platform
Today is the soft launch of the new Proactive Selling Accountability Platform: My goal with this tool: To give you a simple system with some accountability and support for taking the one action that grows your sales the fastest and easiest: proactive phone calls. The...
New: The Proactive Selling Accountability Platform
Announcing The Proactive Selling Accountability Platform I've been working on something for you that I'm very excited about and I hope you will be too. This is something I've been thinking about and laying out on paper for a long time. It's called the Proactive...
Small Kindnesses
Over about two decades, I've sent more than 1,000 newsletters, and last week's message, "I Was Born In Ukraine" generated hundreds of replies, by far the most I've ever had. They were warm, caring, empathetic, thoughtful, and generous. Many of you shared your own...
I Was Born In Ukraine
As some of you know, I was born in Ukraine when it was still the Soviet Union, in the Western city of Lviv where most of the reporters are broadcasting from, and where most of the embassies have moved their operations. My parents grew up there and started their...
Especially Now, Be Present With Customers & Prospects
Many of my clients operate in industries affected by supply constraints, logistical issues, and high commodity prices. Basically, for many of you reading this, customer demand surpasses your available supply. So it makes sense that a common question I get from...
Sales Wisdom from U.S. Presidents
Did you know that United States Presidents would make excellent sales trainers? On this President's Day, I went looking for presidential wisdom on issues critical to sales success. I was not surprised to find many of our leaders throughout history to be absolute...
A Highly Effective Proactive Call In Three Simple Parts
Assumption #1: These are phone calls to people you know. You know hundreds of customers and prospects. These are calls for them. Assumption #2: You're calling them when they are not expecting you, and when nothing is wrong. This is the definition of a proactive call....