To ensure your path to success in 2022 through growth and mastery of skills, apply the following best practices:

"The days are shorter, it is getting colder, and we are all tired." This is the opening line of a blog I wrote last year around this time...

There is a pretty simple formula that will help you get a meeting with me. For 25 years, I was a Key Decision Maker (KDM). I’ve run...

You have a new customer. They buy just one product or one service from you. You deliver! They are happy. They want to be even happier, so...

Learn what it takes so your prospects don't sigh when you call. Three steps to success over the phone, whether leaving voicemails or when th

Each week your prospects receive tons of prospecting emails, voicemails, and LinkedIn messages. To them, all of that is noise, and they have

If I had to identify a “silver bullet” for adding quality opportunities to your pipeline, I would argue that it would be referrals....

how do you feel about where are you today regarding your 2021 goals? I want to share the top three mistakes from the first half of 2020 and

These days it is a candidate’s market (there are more open jobs than ready-to-work candidates), and you need to pour on the woo or “seek the

In staffing, a sales rep can get a job order, but unless and until it is filled, there is no sale. Similar to other industries, no...

If you are reading this, I hope you find the simplicity of these simple truths just what you need from a leadership perspective to help you

Burnout in business can be overwhelming. You find the constant feelings of fatigue, frustration, and stress impacting all aspects of your...

If you’ve ever driven a hybrid car, you know you don’t just jump in and drive it the same way you would your gas or diesel car. These...

We’ve shared the importance of salespeople to consistently prospect, build rejection immunity, and communicate value to decision-makers...

When prospecting, we must build "rejection immunity" and resilience. See 4 interesting things resilient people do

Yikes! Just reading that headline makes me feel bad for writing it. After all, I just told all of you, my readers, that no one likes you....

It’s not an easy task to prospect these days. And, if you don’t know how to effectively and confidently convey the value you bring, your cha

This week marked a year since the World Health Organization declared COVID-19 a global pandemic. And within days of the announcement, we...

How many times have you started a sentence with, “I will get to that tomorrow”? So why do we put things off, and what can we do to avoid fa

In my 39 years of business, I have never seen things change this quickly from a sales perspective. We lost the handshake! We lost the...