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This Easter brought back memories of walking behind our 3 year old daughter, pulling eggs out her Easter basket, and placing them out in front of her to be picked up again. That only worked only once. Everyone is tired of sales calls, sales presentations, and marketing using this failing strategy Read More

Most sales people hate voice mail, and most will not leave a message for a number of not so valid reasons: Mistake. While there is no silver bullet to dealing with voice mail, there are specific steps you can take to increase returned calls, and build value over time. Just check out the video! Read More

There are some reasons that your dream client doesn’t want to sit through your presentation that you can do something about. Read More

I stole the title of this post from another blog written by my friend Jeff Wolfe. Every sales pro needs to read Jeff’s post and then do two things. Read More

I am asking you to donate $5.00 for my webinar on Friday, May 13, 2011 at 12:45 PM EDT. My presentation is called “Building Your 13-Week Sales Success Plan. Read More

I can get away with telling Todd Schnick he’s out of his mind because he’s my partner and my friend. (…and the fact is, sometimes I really do think he’s nuts.) He’s also, as Anthony Iaanorino has said, “wicked smart.” Read More

Despite the developments in technology and other sales tools, success usually comes down to how proactive you are in selling. All too many sales people use tools and silver bullets to mask their reactive approach; they just can’t mask their results. Read More

It’s easy to understand that tools don’t give you improvements outside of sales. Why is it difficult to resist the new tools when it comes to sales effectiveness? Read More

We all know it’s a lot easier to sell something to someone who has bought from us before. Knowing this, I habitually make a personal contact with 5 past customers during the first month of every quarter. (By the way, that’s one terrific best practice. For me, the 20 per year is perfect. For you Read More

Serious decisions require a lot of information. They also require a lot more than information. Some things about buying haven’t changed, and aren’t likely to change. Read More