What a Year!

We thought 2020 was crazy.  As this year draws to a close, we look back and see a series of...

Come Ride with Me

There seems to be a debate about sales managers making joint sales calls with salespeople.  There’s the obvious ones; big...

I Don’t Know When Your Order Will Ship!

How many times have you either heard that, OR you had to give that message to one of your customers?It...

An Out of Body Experience

Every now and again we need an out of body experience, rise up above it all and look at what...

Why NOT a Sales Plan?

I am fascinated by the reluctance of many salespeople to put together a detailed Sales Plan.  I understand it takes...

Was that good for you?

I was recently reminded of the power of follow up. I’m talking more than follow up on a proposal, everyone does...

You’ve got a friend

As we work with sales professionals, we regularly preach about the importance of getting referrals. Many feel uncomfortable asking for...

Conversations, not Sales Calls

Dialing for dollars is what we used to call making one sales phone call after another. Repeatedly getting voice mails...

Resurrect the Dead

We all have dormant prospects. You met them once and they seemed interested, but timing wasn’t right, or some similar excuse. ...

The Panhandler’s Relationship

Back when we had public phones and a local call cost a quarter, a friend was approached by scruffy looking...