He is the butt of a lot of jokes these days. Late-night talk shows and comedians are having a field day with him. But despite all the wisecracks about his hair and his endless references to China and his absurd approach to immigration policy, one thing is certain: Donald Trump is gaining major popularity and […]
It was 8:45 PM. My wife Amanda and I had just stepped off the plane at Dulles International with our daughter, Logan, half-asleep in our arms. We were exhausted, but happy to be on our final leg home after a family trip to Lake Tahoe. A 50-minute flight to Richmond, and we’d be back home […]
Proving yourself repeatedly in the marketplace results in greater numbers of people hearing about you, reading about you, and seeing you in action—and this is key for success in any professional endeavor. I recently wrote an article about ways to gain more “street cred,” (i.e. a reputation for consistently “delivering the goods”) and I presented […]
A few days ago I met with an old friend and colleague who was thinking about starting her own business and was concerned about establishing credibility as a newcomer in her chosen field. Anyone in her position would likely share this concern, of course. Whether you’re a rookie sales person or a seasoned small business […]
Not long ago, I worked with a whopper prospective client (whom I will call Sarah) for over 2 years’ time, strategically and methodically gearing up to implement a sales program that would likely generate a ton of new business for her company. After months of meeting and negotiating, we finally constructed a comprehensive training that […]
This article is dedicated to all those people who planned the perfect day only to have it go completely off the rails. Here is a simple productivity hack to gain back what’s rightfully YOURS: Time to do what wanted to do in the first place. It happens to all of us at some point. You’re […]
Immediately following a networking event, all kinds of possibilities are swirling around your head—and you feel totally pumped. You’ve just met dozens of new, interesting people, and you feel confident you’ll stay in touch with each and every one of them. However, once you get home, a whole other reality sets in, and you realize […]
Whether you think the economy is still screwed up, or you think we’re moving towards another golden era in business—one thing is clear: the current changes in the market place have made it tougher than ever for a business to survive, much less thrive. I recently had a conversation with a colleague, discussing significant changes […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
When someone says, “I have a 95% close rate!” two things probably pop into your mind. This person is either full of B.S. or is using very persuasive sales tactics to charm people into buying their product. (Think Rasputin.). Over the years, I’ve come across my fair share of these types of people, and I […]
