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The Aftermath of Being on Autopilot

­Two cups of coffee, one unexpected, but I sure learned a lot. What did I learn from two cups of coffee in twenty minutes?  Let me set the scene for you. I was meeting a friend for coffee. I bought my coffee and  sat at the table and thought, “I better check my phone just to make sure I’m in the right...

Email Phrases You SHOULD Use

People want to buy from those they know, like, and trust. Likewise, your emails are much more likely to be successful if your prospect views you as a partner, and not a vendor.  How can I achieve that through the simple medium of email? Let’s explore phrases you can use to get your digital foot in the door. Welcome to Part II of my Email Prospecting...

Don’t Get Caught Swimming Naked

Incoming business feels great. Having people who want to buy from you does, too. But when our profits surge, do we keep our measurements in check? I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certainly, you can substitute the word volume for profit, but either covers...

10-Step Checklist for Prospecting Emails

Email is a great tool for prospecting, when used correctly. It can be your foot in the door, or your foot in your mouth. Do your prospecting emails need some fine-tuning? Or perhaps it’s time to start from scratch. Welcome to my 4-part series on Email Prospecting. I hope you keep coming back each week for more insights!  Let’s go through a 10-step...

My Best Travel Year Yet

­When changes happen, big or small, how do you react? In light of the pandemic we’ve all experienced for the past year and a half, someone recently asked me, “So, do you miss traveling?” I had to laugh.  I said, “ “Well, it’s kind of funny, but I traveled more in 2020 than I’ve ever traveled before.”...

Filling the Sales Pipeline

You don’t have to live by the peaks and valleys most salespeople experience in their sales pipeline. Are you looking to see more progress in your own workflow–from prospecting, to closing the sale and creating a customer? Check out these 10 tips for filling the sales pipeline. Video – Filling the Sales Pipeline ...

Short-term Thinking Clouds Long-term Success

­How many times do we get caught up in something very short-term, so much so that it begins to shape our thinking long-term?  Recently, I was stuck in a major rainstorm in Dallas. I pulled into a parking lot at a Barnes and Noble. Yeah, I’m addicted to bookstores. I get it. Maybe you are, too.  It...

What Makes a Great Prospecting Call

Do you dread making prospecting calls? Great salespeople have to practice good judgment for what they say, and how they listen.  I have ten tips for you to improve your ability to complete calls like a pro by giving and getting the right information, and keeping your sanity while doing so. Video – What Makes a Great Prospecting Call ...

Is My Tech Helping or Hurting?

What are the apps and tools that you’ve got in your life?  Imagine this: I just pulled into a parking lot, and I had to back up a little bit. Of course, I have a back-up camera. In fact, I’ve got the self-driving features on my car also. I think of all the things that are available on this car, even things like the rear window defroster, the side...

Secrets to Being a Prospecting Expert

What are the secrets to being a pro prospector? You might think that being a prospecting expert means being a born salesperson–as if you’ve got it, or you don’t. I don’t think that’s the case at all.  In my book, A Mind For Sales, you’ll read in the first two chapters that I was anything but a born salesperson. However, I’ve come to love prospecting,...

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