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Staying in touch with our clients not only helps us to grow existing accounts, it can also help protect that business as well.

How do we stay in touch with our clients without either doing the old “Calling to check in” thing, or giving them a vibe that all we care about is getting money from the Read More

Question: What typically happens after we connect with someone on LinkedIn?
Answer: Absolutely NOTHING!
Here's what I did to fix that! Read More

I’m hoping by now that you are either done or pretty far along in your plan for 2018.

Since there’s no shortage of content offering advice on how to set your goals (Do we really need another post on S.M.A.R.T. goals?);

Let’s talk about 3 things most sales reps forget to include. Read More

This time of year, I have numerous conversations with companies looking to hire a speaker for their sales kick off meetings in January.

As part of the selection process, many people ask for references.

This next phrase might shock you so lets make a pinkie promise that you’ll continue reading Read More

There’s an old philosophy when it comes to phone objections and when to politely exit the call;

"Keep going until you have 3 objections or an appointment. Whichever comes first."

I’ve always found that to be a bit much and I can also tell you that; Read More

Before you read The 10 Reasons Why The Majority Of Your Sales Emails Crash and Burn, I want you to do something that’s rather difficult for us sales folk, ask your ego to leave the room.

This way you can make an honest assessment and flag any areas where you find yourself saying “Yep, that’s me” Read More

There are actually several ways for you to heat up a cold call by sending an email first.

For now, my advice would be to try these 2, really simple tactics. Read More

A few years ago, I came across a radical concept for emails.

Daniel Pink was preaching about the effectiveness of a much shorter email.

How short?

3 sentences!

At the time, I thought it hard to convey anything meaningful in that short of a window, but then a few things convinced me othe Read More

There are so many things that could be considered a “competitive edge”, but unfortunately, they can also be duplicated.

We’ve seen this with technology, chains of stores that once dominated the market, and even companies that claimed to have the lowest price . . .

Until someone else came alo Read More

You’ve worked really hard to “court” your prospect and then it happens;

They tell you . . .

Thanks, but No thanks!

What do you say?

What do you do?

What’s your plan . . .

From the word “No”?

Oh, and how do you keep things from getting “weird” after that?

Read More