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...]

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...]

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...]

Your Three Major Outcomes

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. We tend to overestimate how much work we can do in a short period of time. We … [Read more...]

Just Stop It

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Just stop it. Just stop believing that the new thing will solve the old problems. Prospecting has never been easy. Acquiring new opportunities is challenging even in the best of times. If by chance you happened to sell a product in hot demand and your clients beat a path to your … [Read more...]

You Are Stalled

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You Are Stalled You’re working a big deal through your pipeline. Things are going well–even better than expected. You have the ability to create tremendous value for this dream client. And they appreciate what you do and how you do it. If anything was ever a sure bet this would … [Read more...]

Who Will You Be This Week?

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It’s a brand new week. Who will you be this week? Will you be the person that you promise yourself you’ll be? Or will you be the person who breaks those promises? Will you be the person who keeps the promise to block the time they need to prospect, to open relationships, and … [Read more...]

Episode 25 – On New Sales Simplified with Mike Weinberg

I wrote the foreword for my friend Mike Weinberg’s book, New Sales Simplified. If I would have known that the book was going to drive so much business to his door that I’d have to beg to bring him to show up here for a podcast, I might have locked him into a contract. Everyone … [Read more...]

Other People’s Priorities

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Your inbox is the place where other people’s priorities live. If an email is simply something that you’re supposed to read, if it’s “for your information,” then it’s someone’s priority that you read their email so they can be confident you’re aware of something. This OPP is … [Read more...]

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