This is what makes prospecting so difficult. For most of us, there are more non-prospects than there are prospects. There are also more prospects than dream clients. Even though there are enough dream clients for you to pursue, only some…

You have prospects who are difficult to contact. They’re hard to reach by phone and impossible to reach by email. No matter what you try, you can’t seem to connect with them, and they never respond to your attempts.

You have prospects who are…

Knowing something and not doing it is the same as not knowing.

It's easy to develop unhealthy habits. Without ever meaning to, you can get very comfortable with the way things are, even when they aren’t what you need them to be. Change is…

There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say…

I recently started running again. It's incredibly difficult to start running when you haven't run in a long time. You don't have the stamina, and your body hurts from the stress, especially your joints. And your form is poor, so you're expending…

When was the last time you met with a brand new prospect face-to-face? Was it more than 7 days ago?

When was the last time you called one of your dream clients to schedule a face-to-face meeting? Was that call made more than 48 hours ago?

When…

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model…

Electricity follows the path of least resistance. So does water. And so do too many salespeople.

Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they…