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Verne Harnish, the author of Scaling Up and founder of both Gazelles and the Entrepreneurs Organization, once called me on the stage at the Fortune magazine Scaling Up Conference in Atlanta. The audience consisted of 1,000 growth-focused business leaders, and Verne asked me to share a sales tip with them. I took the microphone and ...

For many of us, the start of a new year is the perfect time for reflection on the decisions we’ve made over the last year. What didn’t work? What did? To meet this year’s goals, what should we continue doing and what should we cease? Since you may be in the midst of such reflection ...

We’ve learned a thing or two about hiring salespeople in the 19 years I’ve been running a company of for-hire senior level Door Openers®. Most sales VPs–and, for that matter, business owners–know the difference between farmers and hunters in sales. What they may not know, however, is that not all hunters are created equally. There ...

A limitation of LinkedIn introductions is that you must wait for that introduction. You are at the mercy of the person through whom you are being introduced, as well as the person to whom you are being introduced. You have no control over how fast your contact will make the introduction, nor how rapidly you ...

We cannot control the economic climate in which we find ourselves. We can, however, face up to it and make the most of it. Ten years ago offering a prospect the opportunity to save 10 percent might have been enough to close it. Today, though, a mere 10 percent isn’t worth the time and risk ...

Before their year end reviews, executive decision makers still have time to make things happen. They not only need to complete unfinished initiatives from their lists in order to get their bonuses and obtain great scores, but may also be seeking promotions and therefore showcasing themselves to management. Many decision makers must also use up ...

A primary decision to be made by any business owner is how one of the company’s most valuable assets–its sales pipeline–can be protected. Future income rests squarely in the relationships that you and your team have built with customers and prospects. The close dates for those prospects are stretched out over time–some now, others in ...

4pm on a Thursday, and I was sitting in my car outside Starbucks. It had been “one of those days”–the kind I’m sure you’ve had as well: phone call after phone call followed by a meeting and then more phone calls. There was just one more call parked between me and that latte I really ...