Be Wary of the RFP Trap

Be Wary of the RFP Trap

Whenever you have a lot disruption in the world, it usually ends up disrupting your business and your job too. Over the past couple years, we’ve had the pandemic, inflation, supply chain issues and now a major war in Europe. During periods of tumult, you’re likely to...
Proactivity vs. Victimhood

Proactivity vs. Victimhood

The temperature in my son’s high school classroom was 85 degrees. At least that’s what he said when I asked why he sometimes has a hard time focusing during chemistry class. I get it. I remember certain classrooms in high school being particularly hot or cold. I also...
Your Personal Target Audience

Your Personal Target Audience

I’m going to share a very large number with you… 7,753,000,000 Unfortunately, that number is not my net worth. In fact, it has nothing to do with money. That big number is the current world population. That’s the approximate number of humans now living on planet...
Prospecting vs. Closing

Prospecting vs. Closing

More than 40 percent of sales professionals say prospecting is the most challenging part of the sales process according to a HubSpot survey. Thirty-six percent said closing was the most difficult part while 22 percent said qualifying prospective clients was toughest....
Annexing Competitor’s Clients

Annexing Competitor’s Clients

Much earlier in my career, I taught a course at my local university as an adjunct professor. It was an upper-level course offered in the spring semester. I was probably a little too soft as a grader, so the course was known to be not the most rigorous one in the...
What Will You Stop Doing?

What Will You Stop Doing?

The longer you have worked in sales, the more unnecessary “stuff” you accumulate in your brain, on your calendar and in your job description. Sometimes that stuff needs to be purged. I challenge you to ask this question: “What do I need to stop doing?” What bad habits...