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Don’t Quit
I came across this poem more than 10 years and still enjoy reading it. I hope you enjoy it. When things go wrong, as they sometimes will, When the roads you’re trudging seem all uphill, When the funds...
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You Won’t Improve If You Don’t Work At It!
A recently conversation with a client struck a chord with me. We were conducting a follow-up conference call to a workshop I delivered a few months earlier and several of the participants admitted that...
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Text, Telephone and Tenacity
Connecting with busy prospects is more difficult than ever. Even when you have made initial contact with someone and they express interest in your product, service or solution it doesn’t mean you will...
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Be Persistent Without Being a Pest
The other day I had the privilege to be a guest speaker for a webinar Colleen Francis of Engage Selling hosted for her membership program. The topic of focus was follow-up and I thought I would share a...
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Follow Up: How Much is Too Much?
One of the most frequently asked questions I get when discussing follow-up strategies with clients and sales people is, “How much is too much?” or “How many calls should I make?” There is no clear or...
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What Steve Jobs Taught the World
It’s not often that the passing of a corporate executive shakes the entire world but Steve Jobs untimely death is one of the few exceptions. Just like he was. His life was short but Steve Jobs made a...
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The Secret to Connecting with Prospects
During a sales training workshop I conducted for a client last week the biggest challenge that the group of sales reps faced was the ability to connect with people in order to schedule an appointment....
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Don’t Quit
I came across this poem many years and still refer to it from time-to-time. When things go wrong, as they sometimes will, When the roads you’re trudging seem all uphill, When the funds are low and...
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Before Every Success Lies Adversity
When my wife and I were in our mid-twenties we moved several times in less than six months due to job changes and relocations. Two of those moves were major but it was the last move that I still...
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4 Reasons Why A Five-Year Old Kid Can Beat You at Selling
Last Friday one of my softball teammates brought her five-year old son to our game. He was a ball of energy and in many ways he reminded me of my childhood days. But what really struck me was what...
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