It boggles the mind to hear people suggest there is only one way to tackle a situation. Even worse is when they take the long journey for reaching goals versus seeking out the most direct route. The issue is similar to using the perimeter of a square versus taking the diagonal. If we believe that ... Read Post

We hear time and again that referrals are one of the most cost-effective ways to increase sales. Someone who has been referred by a trusted friend or associate is more likely to make a purchasing decision based on that referral. But so often, we simply forget to ask for referrals or we hesitate to ask ... Read Post

Have you ever had an sales opportunity that you worked on for a time but ultimately went quiet on you? Or a lead that seemed hot and then suddenly went cold? Of course you have, this is the nature of sales. You also most likely have had that wonderful moment went one these leads or ... Read Post

Copywriting is among the most underestimated professions out there, and there’s no secret that the significance of a well-crafted web copy is severely underestimated as well. It takes lots of insight to write a copy that will be enticing to the readers but will also contain a strong call to action, which will motivate them ... Read Post

I wrote an article on why closing usually isn’t the real problem for salespeople – even for those who fail to hit their numbers. It generated lots of discussion with more than 5,000 reads and I discussed the misplaced emphasis on closing with Anthony Iannarino, creator of The Sales Blog and author of the book, ... Read Post

We’re all aware of the unique challenges faced by sales teams in complex enterprise account pursuits. As opposed to opportunities with smaller accounts, enterprise deals present much more frustrating pains and complexities to selling organizations. Long sales cycles, wide buyer networks, and highly capable competitors are just a few of the obstacles that must be ... Read Post

When people think of cold calling, they often get the image of a salesperson from yesteryear dialing random phone numbers out of a phone book. With this idea of cold calling, it’s easy to dismiss it as dead worthless. But in reality, cold calling has transformed over the years and is one of the most ... Read Post

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ... Read Post