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!

Read more

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. 
Read more

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.

Read more

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.

Read more

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. 

Read more

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.

Read more

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.

Read more

In Part 3 of the CEB Sales Roundtable, we discuss how to make more use of the time you gain after you've eliminated distractions and simplified the sales process.

You can listen to the audio or read the transcript below.

Read more

In Part 2 of the CEB Sales Roundtable, we discuss how B2B buyers are becoming more complex—and what we need to do to make the sale. The transcript is below or you can listen here.

Read more

At the recent CEB conference in Las Vegas for sales leaders, I participated in a Sales Roundtable with Brent Adamson and Nick Toman, the authors of The Challenger Sale and The Challenger Customer, and Lori Richardson, CEO of Score More Sales.

Read more