As progressive sales practitioners we work hard to get our clients focus on articulating and demonstrating their value to earn more sales. Recently, a business owner I’ve met several times, let’s call him Mr. Discouraged, approached me at an event and he said to me, “Look, I read your blogs and I’ve been doing this...Read More

Seems like a weird question I’d ask in a “professional” setting, right? I mean, unless you’re a 3 year old or a perhaps an inebriated frat pledge at a Toga party {do they still have those?} you’ve probably never walked out the door without your pants. But perhaps you’re doing it Metaphorically, every day. I...Read More

What is “Audience Development” and how do you know if you need to turn your focus and resources there? Audiences are people whom you’ve captivated or engaged for some span of time with some interesting thing, offer or thoughts. When you focus on providing value and being useful in your customers’ worlds, you are being...Read More

When I tell people what The Selling Agency accomplishes, they are usually intrigued and interested from the start, but it’s the last phrase that gets some “Oooooohhhhhh”. The Selling Agency builds Revenue Engines for our clients – fueled by Sales Strategy, Sales Programs, Sales Leadership and Sales Teams.  We focus on Speed to Revenue, Profitability,...Read More