Everyone talks about creating an ideal customer base… based on an ideal customer profile – yet the majority of organizations I work with, are full of people who HAVE account bases. This means to have the time – energy – effort…

I shared on the blog yesterday that my word for 2023 is Now! This fits right into my belief that we need to work on Daily Resolve instead of making New Year’s Resolutions. Every day, make a concerted effort to do SOMETHING that…

Do you take responsibility for the things that happen in your life? I’m going to guess you answered YES. Now I’ll change the question – do you take responsibility for all the GOOD things that happen in your life? You…

Yesterday was the winter solstice in the northern hemisphere. You may wonder what that has to do with sales. Everything! A traditional solstice greeting is “may the light always remind us of the sun that is soon going to return.”…

I will admit, I love the status quo… when it’s me! Other people will say that the status quo is the enemy, but if I want it to be me – I can’t really hate it. Granted when it’s not me…

No matter what you sell… no matter what your current forecast looks like… basically: no matter WHAT – sales and prospecting are EXCLUSIVE activities. It may be more IMPORTANT to identify and get rid of those prospects and customers who are…

Every time a salesperson opens their mouth ~ even if the person they are talking with is already a customer ~ the person listening is THINKING “but why do I care?” Seriously, as salespeople, it is our job to connect the dots from…