Right Now

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Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [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...]

How to Plan Your Sales Week

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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...]

Two Bites of Dessert

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I read somewhere once that the maximum amount of pleasure you can derive from eating dessert comes in the first two bites. Any bite beyond the second bite doesn’t increase the pleasure. In fact, it reduces it. The same is true for the distractions and novelties that engage your … [Read more...]

Episode 30 – On Mindset with Hector LaMarque

I tell this story on the podcast, but here it is again. One day I received an email. It just had a phone number for me to dial. When I called the number, it was Hector LaMarque, National Sales Director for Primerica, speaking to his sales force. He read them part of some post I … [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...]

Too Little, Too Inconsistently, for Too Long

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Too Little Activity: If your results this year are not what you wanted them to be, it is likely that you did too little activity to generate those results. The results that you wanted would have required that you take massive action (and still do). Dabbling here and there isn’t … [Read more...]

Are You Busy Or Are You Getting Things Done?

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There is a difference between being busy and getting things done, and it is important to recognize the difference. You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You can also be very busy cleaning … [Read more...]

Get Rich Quick, Lose Weight Fast, and Other Lies

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The reason you don't have the results you want today is because you didn't do what you needed to do some time ago. The pain may be new, but the root cause is old—maybe dog-years-old. The action that you want to take today to get results now are likely the worst possible actions. … [Read more...]

On Always In Sales

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Oh, you didn’t think yesterday’s post was about sales? Here is more about sometimes and always. If you sometimes make your calls, do your prospecting, or nurture your dream clients, you might sometimes produce a result. But those results will mirror your efforts—they’ll be … [Read more...]

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