There is no end to the number of ideas that may benefit you in improving your results. Everything you might do differently is likely already known. The internet is the greatest leveler when it comes to the immediate delivery of insights and ideas…Continue Reading
Aesop warned of the dangers of cutting open the goose that lays the golden egg to gain what you want now. By doing so, you destroy the geese—and your future. Wonka tried to warn young Verruca Salt as it pertained to his geese, which he made…Continue Reading
Tonight, I did something I rarely do. I stepped foot in an office supply store. My daughter wanted a fancy planner, and I needed some new highlighters for books I am reading and documents I need to review. Naturally, I only like one pen, some sort…Continue Reading
Why doesn’t my prospective client return my calls?
Why doesn’t anyone reply to my emails?
How do you compel a prospect to call you back or reply to your email?
First, let’s make sure we…Continue Reading
There is a reason the nonlinear nature of sales causes so many problems. For a very long time, the real process of selling—and buying—hasn’t resembled what shows up on a PowerPoint slide and starts at the far left with Target and ends on the…Continue Reading
What is the size of your total addressable market? What percentage of that market is actively considering buying whatever it is that you sell? What percentage of those that are actively looking are considering buying from you?
Statistics on the…Continue Reading
A lot of pundits and prognosticators are going to start publishing their predictions for 2017. Predicting what might happen in any given domain is difficult at best, and it’s next to impossible in a complex, dynamic domain like “sales.”