The Sound of Your Phone Not Ringing

alt text image of a phone

That silence you hear is the sound of your phone not ringing. Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe you believe social selling is going to generate more than enough leads. Maybe you … [Read more...]

Why You Aren’t Buried With Work

alt text image of a businessman with a shovel

There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say “yes” to everything, and they are … [Read more...]

[Video] Are You Even Proactive, Bro?

Subscribe to my YouTube channel here. … [Read more...]

Leads Don’t Hatch Themselves

alt text image of a hatchling

The dealership’s website told me to request more information about the automobile I was viewing by providing my name, email address, and phone number. It had two buttons I could choose from to indicate whether I preferred to be contacted by telephone or email. In a move that is … [Read more...]

Never Stop Prospecting. Ever.

alt text image of a stop sign with the "don't" slash through it

I recently started running again. It's incredibly difficult to start running when you haven't run in a long time. You don't have the stamina, and your body hurts from the stress, especially your joints. And your form is poor, so you're expending way too much energy for the actual … [Read more...]

What You Do Between the No Answers

alt text image of a man hanging between to cliffs

The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t … [Read more...]

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...]

Are You Valuable Enough for C-Level Access?

alt text image of a sign saying "you must be at least this tall to ride"

What do you sell that is so valuable that it demands a C-Level Executive’s attention? Sometimes the right strategy for prospecting is to connect with someone at the C-Level. But it isn’t often the best strategy, and there are more effective strategies for creating opportunities … [Read more...]

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...]