How to Work Your Sales Funnel

alt text image of a funnel

There is a reason to do work in a certain order, to plan your week, to be a disciplined “me manager.” You don’t always get to decide when you do some of the work that you need to do each week. Some clients need you to be available when it fits their schedule. Some prospective … [Read more...]

My Three Favorite New Productivity Tools

alt text image of hand on mouse clicking emails

It is rare that I ever write about technological solutions here, but there are three tools that I am using that are absolutely worth your time. Sanebox (affiliate link): I still have an enormous problem with my email. Email literally pours into my account. At some point, someone … [Read more...]

Do It Right the First Time

alt text image of a rework quality assurance tag

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...]

This Is How I Work

alt text imd of S. Anthony Iannarino

This is my riff on Lifehacker's This Is How I Work Series. Location: Westerville, Ohio Current computer: Macbook Pro 15 w/Retina Display (backup computer MacBook Air 11) Current mobile device(s): Samsung Note 3 and iPhone 5s What apps/software/tools can’t you live … [Read more...]

Who Will You Be This Week?

alt text image of a corkboard with a yellow sticky note with Who Are You

It’s a brand new week. Who will you be this week? Will you be the person that you promise yourself you’ll be? Or will you be the person who breaks those promises? Will you be the person who keeps the promise to block the time they need to prospect, to open relationships, and … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

alt text image of numbers

“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]

Your Investment In Reading Blog Posts

alt text image of a woman reading on an iPad

“That blog post was too long.” “That newsletter was way too long.” “I’d read your stuff if you could just give me the summary.” Some blog posts are long. Some blog posts are short. But the length of the post is no representation of its value or the investment you should make … [Read more...]

How to Be More Productive

I was recently asked about how I stay so productive. Here are my thoughts on goals, tasks that move you closer to your goals, avoiding distractions, and psychic ram. Productivity is really about "me management." … [Read more...]