Advice for Contacting Prospective Clients

Advice for Contacting Prospective Clients

We don’t want to be tone deaf when we talk to current or prospective clients, but that doesn’t mean our communication should lack substance. Hard-sell tactics are not typically effective, and they are even less so in times like this. Because of that, some people are...
Looking Backward While Moving Forward

Looking Backward While Moving Forward

You probably have heard the Biblical phrase, “There is nothing new under the sun.” It comes from the Book of Ecclesiastes written in 935 B.C. In the 1800s, Abraham Lincoln said, “Books serve to show a man that those original thoughts of his aren’t very new after all.”...
What Does It Mean to Sell Today?

What Does It Mean to Sell Today?

Every once in a while, I publish a guest article from one of my colleagues. I’m in a mastermind group with 52 other sales authors/consultants from around the world. One of those members is my good friend, Mark Hunter, who just released a new book called A Mind for...
How Can You Sell Your Way Out of This Crisis

How Can You Sell Your Way Out of This Crisis

The crisis in which we now find ourselves is wide ranging and unprecedented. Nobody can predict with 100-percent certainty how it will play out. But we can study other historical crises and draw inferences as to how sales professionals can weather this storm and set...
Risk Taking and Sales Success

Risk Taking and Sales Success

One morning in 1948, Michael Hernan opened his mailbox and found a letter that must have stirred up some emotions and sparked memories of his youth. Hernan was then a 71-year-old retired fire department captain, who was enjoying his golden years. Earlier in life, he...