After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.

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The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

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When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. 

They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. 

So what could possibly be going wrong? It turns out, a lot!

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After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard. 
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How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

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What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.

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I could never seem to get everything done. I was working from morning to night and my to-do list just kept getting longer. Then, I discovered that a major root cause was online distractions. I had no idea that they were making everything take much longer to get done. 

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Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.

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Does the idea of “social selling” make you break into a cold sweat? Or, do you simply avoid it?

Many sellers are nervous about using social media tools to fill their pipelines. They worry about being inappropriate or that the tools are too “fluffy” and won’t get them to a deal quickly enough.

And they’re not wrong!

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Feel like you’re drowning in email? Like it’s a never-ending issue too? Most of us are—yet we have to keep checking because it’s our primary way to communicate with our prospects and customers.

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