Workdays Between Christmas & New Year

Workdays Between Christmas & New Year

How are you going to handle next week? Monday is Christmas day, so that leaves just a short, four-day work week. A lot of people are taking part or all of next week off, but in all honesty, it’s not a bad week to work. Very few meetings are scheduled. Many of your...
What to Do With Your New Goals

What to Do With Your New Goals

I talk a lot about goals this time of year, because goal-setting is essential for sales success. But there’s one thing you must do after setting your annual goals to make success possible: tracking. Even if you’re thoughtful and deliberate when setting your goals, if...
Sales To-Do List Before Year’s End

Sales To-Do List Before Year’s End

You could make an argument that the holiday season is the most interesting part of the business year. Half the people are scrambling to close deals and maximize their current-year numbers. The other half are coasting along, taking off a lot of time and enjoying the...
Using Text Messages for Prospecting

Using Text Messages for Prospecting

Have you ever received a text message like this? Hi Jeff! I’m Calvin with XYZ. We offer tailored consulting-focused medical insurance plans with competitive rates and nationwide coverage during open enrollment. Would you like a quick quote? Or how about this? Hello...
Never Mistake Marketing for Sales

Never Mistake Marketing for Sales

On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but not thriving. A quick examination...