If the phone rings and people give you an order 1) You’ve either reinvented the wheel 2) You’re an order taker or 3) You’re a prospector. Sorry, facts are facts. Which is what leads us into the topic of prospecting because great... »

Change isn’t throwing away all the things that didn’t work. It’s accepting the fact that the way you did things yesterday might not have been the best, and for certain the way you do things today is not how they will be done in the future. Yes, the basics stay the same... »

Welcome, now let’s dispense with the pleasantries and get right to the heart of the matter. It’s cold, it’s not at all pleasant and it should scare you. Sales is the only profession in the world where Zero haunts you at each and every turn. Now with tongue firmly planted in cheek lets... »

Let's start with some cold hard facts. Do you have a website? Chances are you do since these days even people's dogs have websites. Sadly a lot of those vanity sites for people's Pooches are getting more visits than your corporate site. There have been a few widely held beliefs... »

Times are tough less money is being spent which means all your hard work has to go into qualifying opportunities. Be honest you're going to have to work harder to find them because there are less of them. And here's the kick the challenge you need to accept is that you need... »

Each and everyone of you have a network out there in the world both personal and professional but chances are most of you don't use it. Now to address your concern but if I spend all my time with the business you have it won't grow. Absolutely right and it's a... »

Finding new business is a common theme a lot of times when talking with a sales person or business owner they talk about how their main focus is on getting new customers. That’s great!  New customers are very important you need them to ensure growth, to have a steady stream of business and provide... »