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Why No-Shows are Perfectly Acceptable

Over the past few months, I have offered up time on my calendar for people that want to meet with me to discuss a sales challenge they are struggling with. Naturally, I enjoy when prospective clients show up but mostly I like to make myself available for my audience to ask questions, get my advice, etc. Overall it has been …

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Why you need to get on Snapchat now!

Within two years, Snapchat will be the MOST POWERFUL SALES TOOL for BUSINESS and you have no clue how it works or why people use it. – Please share this article on LinkedIn by Clicking HERE – Last night, I spoke to a class of graduate students… MBA candidates in the CU entrepreneurship program to be exact. Almost everyone in …

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Nobody wants your product (or service.)

“Nobody wants to schedule an appointment to talk about cleaning services.” If you enjoy reading this article share on LinkedIn by clicking HERE This was the note attached to the invite for my Thursday morning call. I challenge you to think of an offering any prospect would eagerly agree to meet about from a cold call. A prospect will enthusiastically agree to meet to discuss any product or …

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Predictable Revenue in Five Minutes (or less)

Thanks for visiting! If you find this article valuable, I would really appreciate you CLICKING HERE to share. Sales Vice Presidents (and the CEOs that manage them) struggle with knowing whether the sales forecast will come to fruition or (once again) evaporate come end of the quarter. Similarly, individual contributors (aka Sales People) wrestle with whether or not they have …

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VP of Sales: Will you make your number this year?

Would you like to know TODAY if you are going to make your number this year? Better yet, would you like to know TODAY which reps will make their number this year and which you will likely need to let go? It’s a simple process. Email these four questions to everyone on your team. How many top of the funnel 1st meetings with …

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The Only Sales Metric You Need

It takes me less than 30 seconds to assess the health of any sales person or sales organization. I only ask one question: “How many top of the funnel (TOFU) scheduled 1st meetings are on your calendar in a typical week?” The response I typically hear is “Not enough.” As you might expect, this is shorthand for “one or two.” Unless …

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Your Most Powerful Year!

This post has a single purpose: I wish to inspire you to make 2016 your most powerful year ever. Just a few days ago, I received an email from Jill Konrath whose blog I subscribe to. Most of the time, I enjoy reading Jill’s work and agree wholeheartedly with what she has to say. This time however, I couldn’t disagree more …

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Success and the Myth of Dissatisfaction

Early in my entrepreneurial journey, I believed success could only be achieved through motivation created by a profound dissatisfaction for the way things are. In my mind, dissatisfaction was necessary to motivate success. No matter how hard I worked or what I accomplished, I lived in a constant state of frustration that I wasn’t ‘there’ already. At the time, I belonged …

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I Got Caught Using Ashley Madison

As soon as I walked in the house, I knew something was wrong. The look on her face was a mix of fear, hurt, and rage. “Who is Jennifer?” She demanded. My heart started to race, I could feel my face turn red, and my pulse was climbing past 100 beats per minute. Of course I knew whom she was …