On Picks and Shovels

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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...]

Questions for the End of Quarter

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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...]

One Loss Away from a Disaster

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Over time, no matter how good you are, no matter how much you care, you will lose clients. You will lose some clients through no fault of your own. You will be doing everything right, and they will change their strategy, eliminating the need for what you provide … [Read more...]

Video: What Are Dream Clients?

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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...]

What I See When I Watch the Super Bowl

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Two teams compete. Both teams know how their competitor will play. They know each other’s strengths and weaknesses. They will attempt to play their game and prevent their opponent from playing theirs. They will not try to play their competitor’s game in order to win; they don’t … [Read more...]

Four Reasons Your Deal Dissolved (and what to do about it)

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Your Contact Leaves: Is there anything worse that developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact could be replaced by someone with different priorities or who is adamantly opposed to your … [Read more...]

Four Lies You Must Not Tell

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The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Revealing Your Priorities

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How you spend your time reveals your priorities. The investment of your focus and attention provides a picture of what you believe to be important. If you believe that new client acquisition is important, that belief is visible in the actions that you take, like nurturing your … [Read more...]