Professional Social Media Use

Professional Social Media Use

We are living in a dangerous time right now –a dangerous time for sales professionals, their personal brands and their continued employment. The world in which we live has become politically and socially polarized. For many reasons, some nefarious and others...
If Clients Prefer Virtual Selling

If Clients Prefer Virtual Selling

Virtual selling has become a permanent part of the typical sales pros’ life. Basically, virtual selling is any form of selling that occurs without the buyer and the seller physically present with each other in the same room. Telephone, text, email, Zoom – it’s all...
Gifting as a Form of Prospecting

Gifting as a Form of Prospecting

You’ve surely heard this long-standing piece of wisdom: “It is better to give than to receive.” I agree; it’s a healthy and fulfilling way to live one’s life. It’s the right thing to do. While not as virtuous, there’s a somewhat similar-sounding phrase that’s relevant...
Confidence in Your Price

Confidence in Your Price

My friend and colleague, Lee Salz just released his latest book, Sell Different! and it’s outstanding. For this week’s column I decided to share an excerpt from the book on how to defend your price or fee: By Lee Salz After a lengthy new client acquisition process,...
Dadsplaining the World Mindset

Dadsplaining the World Mindset

I was talking to my teenage son recently, imparting wisdom the way we dads love to do. Some people call it “dadsplaining.” No doubt that term was invented by some petulant teenager, who didn’t fully appreciate his father’s brilliance. At any rate, we talked about...
Fall = Personal Branding Season

Fall = Personal Branding Season

I live across the street from a high school. Make no doubt about it; there are some negatives living so close 2,500 teenagers. You hear a lot of squealing tires and you’re constantly picking up fast-food wrappers that blow into your yard. But there’s a positive as...