I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues . . . but one that loves a good...Read More

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up . . . and get crickets. You leave them a voicemail . . . and hear nothing. You...Read More

Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You might recognize it as it...Read More

There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...Read More

“Disparaging what one cannot obtain, as in The losers’ scorn for the award is pure Sour Grapes.” This expression alludes to the Greek writer Aesop’s famous fable about a fox that cannot reach some grapes on a high vine and announces that they are sour. By nature, sellers are competitive. The best salespeople are naturally...Read More

When was the last time you were blown away by someone trying to sell you something? That long ago, huh? Maybe never? With the ever-increasing ability to serve ourselves in the pursuit of purchases, as buyers, we’ve been putting a lot of distance between us and sellers until we’re really sure we need someone to...Read More

Why does the sales profession get a bad rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is it because we think they’re...Read More

What thoughts go through your head when you call someone and don’t get a callback? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being ignored by potential customers. For...Read More

A while back, I gave away a bunch of copies of Jill Konrath’s new book, MORE SALES. LESS TIME. I tied those giveaways to an offer of a free consulting conversation about the struggles business owners and sellers face to be productive in this stressful and ever distracting “shiny object” environment. My purpose was two-fold:...Read More