Every salesperson knows they need to prospect. And yet it’s often the task we avoid the most. We tell ourselves people won’t answer the phone, emails will be ignored, gatekeepers will shut us down or…
What would you do if your business lost 90% of its customers almost overnight? You still have employees depending on you. You still have bills to pay. You have no idea how long it's going to last. The…
Prospecting can feel awful. You make the list, do the research, block out the time—and then suddenly almost anything seems more appealing than picking up the phone. But what are we actually afraid of?…
Leadership can come with a dangerous assumption: if you’re in charge, you should lead everything. After all, who else is going to do it? And maybe that’s the question. Because trying to lead…
Leadership begins with influence. Every day, people shape the direction of a team through the standards they set, the attitude they bring, the ideas they contribute, and the way they make the people…
Success can be surprisingly comfortable. You find the behaviors that work, develop confidence in them, and naturally begin relying on what you already know. The problem is that what worked yesterday…
In sales and leadership, we can spend a lot of energy worrying about whether we’re getting enough recognition, whether the right people see what we’re doing, or whether someone else is getting…
We work hard to get comfortable. We want financial security, a job we know how to do, a comfortable retirement and a little less pressure in our lives. There’s nothing wrong with any of that. The…
Working harder isn’t always the answer in sales. Slow down long enough to figure out who you should actually be talking to. When your potential market is “everybody,” your sales effort can quickly…
It’s easy for salespeople to look at a potential customer and immediately see opportunity. They need what you sell, they filled out a form, they asked for a quote, or maybe they simply look like the…
