There are sales organizations with anemic pipelines and too few opportunities struggling to find growth. Some of these companies have decided to separate prospecting from the rest of the sales process, believing they will improve their sales…

The first rejection of your request for time occurs when you call your dream client to ask them for a meeting. The denial of your request is the result of offering too little value for the time you are requesting (if what you offered was valuable…

Most days, I am greeted by a LinkedIn message or email spam from a sales trainer, sales consultant, a salesperson who offers lead generation services, or someone who helps people who write books acquire clients. It is clear the person sending the…

Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. This post, the first, is about a struggle that is real to anyone whose role requires them to gain a meeting, making it valuable for…

How much a specific medium appeals to you is not a measure of its effectiveness. Believing that email is efficient is to misconstrue the definition of efficiency. As it pertains to email sales, anything you can do over email can be done better in…

If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone's prospecting sequence.…

Last week, I conducted a very informal survey on the biggest challenges in B2B sales now. Acquiring meetings topped the list. There are many reasons your dream client might reject your request for a meeting. Here are some of the most common…

One of the more challenging commitments you must gain in sales is the commitment for time. To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a…

Dear Salespeople That Straight Pitch Me,

While I consider you my sisters and brothers, we need to talk. Every day, you fill my inbox and my LinkedIn inbox with notes straight pitching me what you sell. No one wants you to succeed in sales as much…

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…