Prospecting: Shrink Your Universe – Sell More Business

I need a bigger market! Ever hear that? Ever say it yourself? Usually this request comes from...

Why the Most Successful Sales People Have an Abundance Mentality

Think back to when you were dating (maybe that’s right now!). What advice did people give you? ...

The #1 Way to Differentiate Yourself

We are always looking for that silver bullet – that one thing that will get us in the prospect’s...

Bigfoot and the One Call Close

There are currently no less than three reality shows on TV about finding Bigfoot, the elusive...

A world with no voicemail – How will you make sales?

At the end of 2014, Coca Cola announced that they would be eliminating voicemail at their corporate...

Supercharge Your Staffing Sales with LinkedIn Groups

It’s not a big secret that the vast majority of sales people are on LinkedIn. And most of those are...

Five Sales Rep Assumptions That Lose Deals

We make a lot of assumptions as sales people. Some turn out to be true, but some also cost us...

5 Simple Steps for More Effective Skill Marketing

When I started out in the staffing business 20+ years ago, every Monday morning we would get out...

Five Ways to Make Yourself More Visible to Prospects on LinkedIn

LinkedIn can be an invaluable sales tool if you know how to use it to its full potential. Most...

Who REALLY is your biggest competitor?

Looking back at my career in sales, I realize that I overwhelmingly lost to the same competitor....