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5 Ways Dreams Become Realities

Have you ever had an amazing idea, or dreamt of accomplishing some huge goal, only to remember that every dream before it fell by the wayside? You wouldn’t be the only one. Now before I go any further, let me say that dreams are wonderful and have led to some of the most amazing accomplishments […]

Care-less People Sell Less

If you’re in the sales business, you’re in the people business. Believing in your product and convincing others to believe in your product (enough to buy it!) is at the heart of your profession. To do this effectively you must develop a deep understanding of who your customers are and how your product can improve […]

3 Successful Goal Strategies

It’s the end of the year and it’s time to start talking about goals right? Wrong! Now is the time to DO something about goals. If you are at all like me, talking about things (like goals) doesn’t accomplish much. When it comes to goals, it is too easy to: Talk about them but never […]

It’s About Time

It’s about time you start thinking about the time you are spending every day. Too often, we don’t think about time because we don’t visually see it going away. I mean, at the end of the day we realize that the day has gone. Or when we hit 30 years old, we wonder where the […]

The Biggest Problem Causing a Lack of Success

Why is it that some people succeed and others do not? There are a lot of schools of thought here (and unfortunately a lot of ignorant statements), but I’d like to suggest one overarching problem. What’s worse is that it is pretty easy to overcome if you want to. Problem – SURPRISE, they don’t want […]

Be Direct, But Not Desperate

I wanted to share with you one thing I have diligently put into practice recently and one huge caution in that process. I have become very direct in asking for something of both potential clients and referral partners. This revelation (if you will) has led to an increase in business revenue and has deeply encouraged […]

Get It Together or Get Out!

Business professionals, it’s time that you get it together or get out. I see too many business owners and salespeople that are all over the place. Their business (segments or the whole thing) is disorganized and often their life is too.  Getting things done takes an act of God. If you can’t get a handle […]

Preparing for Battle – 5 Things You Must Do

Preparation is of utmost importance when going to battle. Could you imagine showing up to a gunfight with a knife? Or going to nuclear war without a gas mask? You might as well sign off on your own death certificate. And this my friends is the way many people approach sales calls. They show up […]

3 Ways to Make the Right Sale

If you have been following me long enough, you know that I believe there are right and wrong sales. The right ones fit neatly within your core competency to support your ideal client while generating a reasonable profit. The wrong ones have you doing things you shouldn’t with people you don’t need at little to […]

3 Reasons (Your) Customers Are Leaving

There are really 3 reasons (your) customers are leaving (and none of them rely solely on price though many think so). They are pretty simple and straightforward, but course correcting can be like making a u-turn in a semi on a two lane highway. Reason #1 – The customers weren’t actually “yours” to begin with. […]