You Get What You Focus On

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You get what you focus on. If you focus on distractions, you will be distracted. If you focus on the next novelty, the next interesting thing that might capture your attention, your results will reflect the fact that you were distracted. If you focus on excuses, you will find … [Read more...]

How to Work Your Sales Funnel

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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...]

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...]

On Failing to Acquire Opportunities

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The heart of growing your revenue is opportunity acquisition. More opportunities equals more sales (provided you win at the same rate and the average deal size is the same). But some sales organizations (and some salespeople) fail to acquire enough opportunities to grow. Failure … [Read more...]