This license entitles the holder to hunt for new opportunities. In exchange for this privilege, the holder will obey the following rules and guidelines:

1. The holder of this license will be required to pick up the phone and call their…

When people write about the fact that less than fifty-percent of salespeople reach their quota, they often intimate that salespeople are somehow getting worse. Maybe they are getting worse, perhaps they aren't. But if they are failing, pointing…

If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that allows you to persist as a value creator and not a nuisance. Stringing together the 14 tools you need to nurture your dream…

There is no end to the number of technological tools designed to create efficiency for salespeople and sales organizations. As useful as some of these tools are, there are greater and more challenging inefficiencies that result in poor sales…

There are many good reasons to have a sales blitz. If you want to accelerate the creation of new opportunities, an intense focus on increased activity can ramp up  the number of conversations, meetings, and, ultimately, new opportunities. If you…

Today marks the first anniversary of my publishing Eat Their Lunch: Winning Customers Away from Your Competition.

Eat Their Lunch is my third book. The first primary concept in that book, Level IV Value Creation, is my oldest framework. The order…

You have existing clients that need your time and attention. You also need to prospect. Your current clients need things now, and you need to communicate with them to help them—and retain them. Because they have needs you need to address now, you Continue Reading

If it were easy to win your dream client, everyone would do it. The fact that it is challenging means it is something worth doing. It also means winning your dream client is going to take your intention, massive action, initiative,…

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is…

There are two primary strategies for successfully pursuing different contacts within your dream client's company. One approach is to pursue them one at a time, and another is to pursue multiple stakeholders simultaneously. Both strategies work,…