This article suggests that there is “nothing worse than being labeled unresponsive,” a suggestion that proves false on its face, as there are a lot worse things one’s peers might label them. The article also offers rules for responsiveness,…

Why do you keep sending emails to your prospective clients instead of calling them?

You know that most people get too much email, and because they are already too busy, a salesperson’s email is among the easiest to ignore.

You know that an email…

Look at the emails in your inbox right now. I don’t have to see your inbox to know that you have a problem with email. We all have the same problem.

Some large number of the emails that show up in your inbox each day are commitments that are…

It is rare that I ever write about technological solutions here, but there are three tools that I am using that are absolutely worth your time.

Sanebox (affiliate link): I still have an enormous problem with my email. Email literally pours into…

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…

It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone…

I really hope you didn’t miss yesterday’s newsletter. Yesterday’s newsletter was about how you can justify your higher price. I listed some of the primary points of leverage you can use to make your case effectively with your dream clients and…

I was recently asked about how I stay so productive. Here are my thoughts on goals, tasks that move you closer to your goals, avoiding distractions, and psychic ram. Productivity is really about "me management."

[smartads]

There are reasons that your hard to connect with dream clients are hard to reach. They have too much work, too little help; they’re being asked to do more with fewer resources. They are time-starved. They don’t really buy what you sell. They…