On Picks and Shovels

alt text image of someone painting a piece of coal gold

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model shows social networks, educating, … [Read more...]

Take the Path of Most Resistance

alt text image of a volt meter

Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

Questions for the End of Quarter

alt text imga eof r a dart board with all three arrows in the wall next to it

End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

How to Plan Your Sales Week

alt text image of a green arrow light

You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]

Video: What Are Dream Clients?

[Read more...]

How to Measure the ROI on Social Selling

alt text image of a measuring tape

Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let's see how social stacks up. Your ROI on Activities What is your return on investment for sending a thank you card to a prospect that took your call or connected you with … [Read more...]

Focus on the Right Targets

alt text image of target with darts close to the bullseye

The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you they are. Your biggest and best prospects, your dream clients, have had the same … [Read more...]

Why Can’t I See You?

alt text image of a business women using video on her phone

My client said, “Why can’t I see you.” The reason he couldn’t see me is rather simple. I called him from my cellular phone, and I was driving the through Starbucks. The phone was on the seat next to me. He expected to see me because I called him over Skype, and we almost … [Read more...]

On Hiring Non-Salespeople for Sales Roles

alt text image of a woman pretending to fish.

Having too few salespeople may be your problem. You can’t make your number without the proper headcount, and you can’t cover all the opportunities in your territory without the human capital necessary. You may want to hire fast, and you may want to hire right now. And there are a … [Read more...]

Your Problem Is Opportunity Acquisition

alt text image of a man holding a golden egg

The biggest challenge in sales today is opportunity acquisition. Period. Your dream clients are busier than ever. They are doing more with fewer resources than ever. They don’t have time to waste with salespeople that are not prepared to create value. Even though your dream … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »