I am right now in a program with a framework that goes against my deepest beliefs and habits. I’ve been familiar with this program for a long time, and I never engaged with the content they provide, believing the program would not benefit me.…

Opportunities are too rare to take for granted. Engagement is a gift, and one that deserves your respect. A dream client with a compelling reason to change is a starting point for a competitive displacement. Every opportunity deserves your best…

One of the reasons you might lose a deal is because your dream client doesn’t agree to the process. They decide they want to do things that don’t serve them or not to do what they need to do to make a good decision. One of the ways you avoid…

The image here is a screen capture from outreach.io, our sponsor for the Outbound Conference (April 23 – April 26, 2019). This is an actual sequence that was used to pursue over 20,000 contacts. The names of these contacts are blurred out to…

When I look at your online calendar, the one that allows me to schedule time with you, I notice something that causes me to believe one of two things. Because there are not very many openings, I assume that you are super busy, in which case, I…

Twice in as many weeks, I've had a salesperson reach out to me and begin the sales conversation with a lie.

In the first case, the salesperson suggested that they were already doing business with one of my companies and recognized we needed an…

It matters if you put discovery before presenting. It also matters if you set the context for the conversation by sharing ideas and insights and experiences that suggest your dream client should explore doing something different. The order in…

When I was in Catholic grade school, the grades we received were different than the grades in public schools. Instead of getting an A, B, or C, we were given Excellent, Very Good, Good, Fair, or Poor. In addition to those grades, we were also…

You get to determine what you want. You can choose your goals instead of drifting. Some will tell you that you have to decide what price you will pay to have what you want, but this is not true. What you are willing to pay has no bearing on the…

A bank can give you a credit card with little trouble. The goal of the bank is really to get you to borrow money, as that is how it profits from the transaction.

You can give the razor away without making any money. You need the recipient to buy…