Passion tells the prospect about you. Conviction sells the prospect, because it's customer-focused. # # # “Passion” is one of the most...

Hey, solopreneurs and independent consultants! Are you ready to dig deep into your big sales challenges, to affirm what you're doing well, and...

If you're an independent consultant, freelancer or a startup with challenges in the area of driving sales and developing new business, I can honestly...

Pitching in teams is usually more effective than pitching alone. There is one caveat, however. Your sales team must be in sync, in harmony....

Real estate is a great industry for demonstrating the importance of the first impression in a sale. Without the Wow! Factor, many buyers will dismiss...

I'm cynical about all the group-hugging celebrating failure. While I may give you a pat on the back for your courage, I'd rather take a stand and...

Building rapport is often a good way to start a first face-to-face meeting with a prospective customer. However, there are pitfalls. As a mindset,...

Cold calling is not as daunting as many believe, particularly if you embed one mindset and get comfortable with one technique. + + + Very few...

The two biggest mistakes I see in the customer acquisition process is that marketers say too much and salespeople explore too little. It follows that...