Consider this scenario: Chuck is a successful CEO of a marketing agency. His firm is widely known as one of the best in the nation, largely due to Chuck’s personal 25-year track record. Jerry is a recent newcomer to Chuck’s firm—hired to head up Chuck’s online engagement division. Jerry was recruited largely due to his […]
As I explained in an earlier article, it’s important to diversify your prospecting efforts because sometimes your pipeline slows down, and you need to quickly fill it back up with an infusion of good-fit leads. When used correctly, and in tandem with the help of a referral partner, a feed list is an effective way […]
I had a dream last night. I was supposed to give a three-minute speech before a huge audience. I was one of dozens of other folks giving short speeches to the same audience. And then, out of the blue, I learned that instead of three minutes like the other speakers, my time was being reduced […]
Want to build immediate trust, be seen as a trusted advisor and dramatically increase your chance of making the sale? As a sales trainer and coach for the last couple of decades, I often dig into the nuances of what my clients can do to become more effective. There are so many little things that, […]
You just had a wonderful exploratory conversation with a prospective client. You did a brilliant job of listening and identifying a key operational challenge the company is facing—one they didn’t even know existed. Your solution could help them save thousands of dollars, and they’re chomping on the bit to hear your ideas explained in full […]
I recently gave a talk entitled “How to shave 5 hours off your work week” for a local networking group in Richmond, VA. The audience, consisting primarily of entrepreneurs and sales folks, was eager to learn how to squeeze more time out of their day. Feeding off the enthusiasm in the room, I was primed […]
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 […]
Everything under the sun grows and changes, and human beings are no exception. Unfortunately, getting stuck in ruts and hitting plateaus are also part of the deal. There are a number of reasons plateaus occur, but the 1# culprit would have to be the lure of The Comfort Zone. The Comfort Zone is a trickster–it […]
A good friend of mine once told me, “You better get to the point quickly or you’re gonna lose me.” This article has to do with creating a personal brand that will quickly attract the right clients and business associates by utilizing essential elements from your OWN life that larger companies couldn’t possibly use. When it […]
