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Old Becomes New Again

I’m out traveling today, and I’ve been pondering how old becomes new. How the impossible can become possible. For almost a year, I really wasn’t on many planes. Sure, I took a few flights, but not many. In contrast, now airports are busy, and there are mask requirements. I’m amazed  because old is new again. Airlines are ramping up schedules, and...

Overcoming the Barriers to Prospecting

If you want to be great at sales, prospecting must be a part of your daily work life. Prospecting is a muscle, and if you want to do it well, you have to exercise it. Are your prospecting muscles weak? Let’s dive into 10 ways you can overcome the barriers to prospecting. Video – Overcoming the Barriers to Prospecting ...

Power Mornings

­­ It is just a little before 7 am right now and I have arrived at a restaurant to have breakfast with a friend. This morning, I am reflecting on the beauty of the first several hours of the day. I know it may sound ridiculous that I get up at 4:30 every morning, but you know what is great about it? By 7 am, I am at this restaurant and I have already...

ABC: Always Be Closing is Now ABV: Always Bring Value

You’ve heard of ABC: Always Be Closing. Let me tell you something: The days of ABC are gone. It’s closed. ABC is now ABV: Always Bring Value. I want you to be thinking about this in every conversation you have. It is always about bringing value. Be sure you pick up my book, A Mind for Sales, subscribe to this blog and my YouTube channel for videos...

We All Need Coaches

­­If you know me, you know that I have been speaking for a number of years. I have had this consulting business for about 21 years now, as well. It has been very successful, and I have had a good run. It’s been terrific. Yet recently, a few months ago, I hired a speaking coach. It’s funny – I shared this with some of my friends and told them I had...

How to be a Rainmaker

Are you a rainmaker or are you a rain barrel? Too many salespeople are really nothing more than rain barrels. They have good business, but it is all business that just comes to them. I want you to be a rainmaker; that is where it happens. Rainmakers make it happen 365 days a year, regardless of what is happening around them. I talk about this subject...

The Days Don’t Remain Cold

It’s spring and what does that mean? Winter is finally over. As I look around the neighborhood behind me, I see cherry blossom trees starting to bloom. The grass is green and there are little sprouts popping up. The weeds, too. What I cannot help but think is in the midst of winter, when the snow is deep and it’s cold and ugly, I feel like it is going...

How to Get Out of a Sales Slump

How do you overcome a sales slump? We have all been there. I talk about this more in my book, A Mind for Sales, and right now I am offering a special deal on the A Mind for Sales Masterclass through The Sales Hunter University.  I encourage you to get it; it will change your career. Or, become a Level 3 student in TSHU and receive access to every...

How Much Margin Do You Have?

Stop and ask yourself this question: Do you have any spare time? If you’re like me, your calendar is full all day long. I had a gentleman call me who really wanted to talk, and we couldn’t find time in our schedules. We are squeezing it in tomorrow morning during a 20-minute window when we both have some time available. ...

What Does it Take to Have a Mind for Sales?

Last year, I published the book A Mind for Sales, and people ask me all the time, “What does it take to have a mind for sales?” I’m going to walk you through 10 of the things I identify in this book. Before I do, I want you to hit subscribe to my blog, as I post a new, relevant sales issue once a week. Jump on to The Sales Hunter University, too....

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