Trap 5: Living off Your Referrals or Hiring a Rolodex
Getting your foundational revenue from your Rolodex is a great place to start. But this won’t sustain you in the long run.
Sales Trap #4: Thinking Sales Coaches and Consultants Will Save Your Business
Sales coaches and consultants can be hugely valuable at the right time and place, but here’s why you don’t bet the farm on them.
Sales Trap #3: My Prospects’ Weird Faith in Software and Marketing
I cringe when I talk to a business leader who thinks their fancy new sales or marketing automation tool is a substitute for a true strategic or operational foundation in sales capability.
Sales Trap #2: Banking Too Heavily on Lead Generation
“I just need more leads.” If you hear yourself saying this often, then I wrote this for you.
Sales Trap #1: Hiring and Managing Your Own “Sales Hunters”
Almost every client we work with — including us — has fallen into some version of this sales trap. Sound familiar?
What I Got Wrong About Consultative Selling and What I Changed to Succeed
My business is changing dramatically because we found the right way to focus our process on consultative selling. You may find something valuable in our trial and error...
Making the Pivot to More Profitable Clients
Stop “doing” for a minute and let’s think together about the kinds of clients we actually need to have. It might change our lives.
Brainstorming at Gunpoint: Operationalizing New Ideas When Your Business Gets Stuck
How to keep moving forward in the face of existential threats to your business.
Think You Have a Lead Generation Problem? Think Again.
Do You Think You Have a Lead Generation Problem?
Messaging is Money
Messaging is Money: Suborning Marketing to a Sales Culture
My Dead-End Sales “Win”
My Business Won't Survive Without Consultative Selling Ability and Yours Won't Either
The Trusted Advisor
Selling Against the Megaphones and "Slick Pitch" Marketers
The Small Business CEO’s Imperative
Get Out of the Weeds or Die