On Snake Oil and Medicine

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The people who sell snake oil stand on boxes and shout about it’s great value, how it has changed lives, how you will never be the same. They promise fast, effective, easy answers to serious problems. They’re great at their pitch. These hucksters want you to believe that the … [Read more...]

Better Than Yesterday

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We (still) live in a culture that insists that all results should be fast and obtained without any real effort. But insisting on fast results doesn’t actually produce fast results. Most of the time, the reason one needs fast results is that they haven’t been doing what was … [Read more...]

Stop Putting Process Over People

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I had an interaction with a large, very well known company this week. During this interaction, it was very clear that the person I was working with had no idea what they were doing, even before I asked for something that was a little challenging for her to deliver. She put me on … [Read more...]

30 Questions To Inform Your Sales Plan

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Do you want to know how you might improve your sales game? Here are thirty questions you can use to inform your sales plan. What you are missing might just be what’s missing. Do you have dream client targets? Do you have a plan to engage them? Is this plan a … [Read more...]

Do It Right the First Time

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It's easier to do things right the first time, even if it takes a little longer. It takes more time and energy to do rework, and it when it comes to sales, rework can cost you opportunities. If you don't prepare for the sales call that took you months to book, you might miss … [Read more...]

On the Usefulness of Recurring Themes

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The themes that reoccur over and over again provide you with strong evidence. The reoccurrence of the same problem or challenge is strong evidence that you need to change. The recurring successes provide evidence that you should do more of what is working. Recurring … [Read more...]

Make This Go Faster

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The fastest way to improve your number is to help your clients and prospects make the improvements that they need to make. The fastest way to help them do that is by developing yourself, especially your business acumen and situational knowledge, so that you know how to make a … [Read more...]

The Professional and the Amateur

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The professional never stops studying their craft. They never stop training, and they never stop trying to make the distinctions that allow them to improve their performance. The amateur stops learning as soon as they achieve some basic level of competence. They stop training , … [Read more...]

More Is Not Better. Better Is.

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More clients. More sales. More profit. And how do we get there? More calls. More email blasts from marketing. More clients. More prospects. More transactions. More faster, too. “More” is not “better.” “Better” is better. But more seems easier, doesn’t it? Want more clients, … [Read more...]

What You Should Expect

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Expected Expectations Your dream client should expect you to pursue them over time. They should come to expect your calls, your emails, your invitations, and all of the efforts you put into nurturing a relationship. They should expect you to be unrelenting. They should not learn … [Read more...]