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,…

For more than a decade now, many in sales have been neglecting what may the single most crucial activity necessary for producing sales results. That activity is prospecting, and it is what is required to open new relationships and create new…

If you make 20 calls a day, you will have dialed 100 numbers in the course of a week. In a month with four weeks, you will have dialed 400 numbers, even if it would be an enormous mistake to dial 400 numbers once, believing that you are…

The reason we block time for prospecting is so we can ensure that we have time to make calls on our dream clients. The activities that result in new relationships and new opportunities are too important to leave to chance, and too crucial to be…

It is rare that I disagree with Dave Brock, and perhaps more frequent that he disagrees with me. When we disagree, it is mostly by degrees, and this time maybe only a slight bit more.

Dave’s post is titled Stop Focusing on the Top of the…

“I know you weren’t expecting my call, so I’ll be brief.” “I’m sorry if I caught you at a bad time.” “Is now a bad time?”

When you do something that harms another person, you owe them an apology. When what you do doesn’t hurt another person,…

Your prospects will push deals into the future. No matter how well you control the process, and no matter how much you wish things to be different, you aren't going to close every on or before the date you projected. Sure some deals will push due…

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…

Every day for the last several weeks, I receive an email or a message on LinkedIn or Facebook Messenger from someone who has read Eat Their Lunch: Winning Customers Away From Your Competition. Most of these notes are to inform me that the contents…