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According to the Cambridge University Press, to “hang someone out to dry” means: “…to allow someone to be punished, criticized, or made to suffer in a way that is unfair, [...]

A client I’ve worked with for almost 20 years and continue to do so – never returns my phone calls. Rarely will he return emails. Yet often within 24 hours after receiving one of my [...]

Everyone wants a silver bullet for maximum sales success. So, if you had to pick one area of sales for a silver bullet, would it be: * Cold calling for new prospects? * Leveraging referrals from [...]

“Don’t do stupid stuff.” President Obama’s approach to US foreign policy is more insightful than it first sounds. Think about it. In a world where there are 1,000s of [...]

Prospecting is the hardest part of selling, everyone agrees. Even though there must be a million ways to prospect (or 23 ways), that still doesn’t make it any easier. It’s hard. So instead [...]

A career in selling starts as a shiny, beautiful thing of hope, and then it ends. Hopefully the end is many years, and millions in sales and commissions later. But it ends. Here’s a look at [...]

Sales prospecting is a riddle; and salespeople want one solution for it. However, believing there’s only one answer kills off productive alternatives. The answer to “How do I find new [...]

Asking for referrals from a customer can feel like an imposition, even if the customer is a friend. But referrals can be guilt-free when you do the heavy lifting for them. Here’s an  8-step [...]

LinkedIn is the greatest B2B prospecting tool on Earth; not the only one but definitely the best at overcoming constraints. And digging for sales is as much about overcoming constraints as it is [...]