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Right now, as you read this, the walking dead are infecting offices worldwide! Much like the un-dead, they are neither working, nor are they enjoying a well deserved day off. They are simply wandering around their office, doing a whole lotta nothing! In some cases, they’re infecting their coworkers, by complaining to them how nobody … continue reading »

Tucked away in a safe place within the walls of my heart, is a vision of my Father, Christmas Eve some 30 years ago. I can vividly see the look upon his face because it was a look that transcended all expression. It was beyond gratitude or joy and it was as if he were … continue reading »

Want to get a prospect’s direct direct phone or cell number? Send them an email TODAY. Yes, on the Saturday before Christmas! The vast majority of people here in the U.S. will reply with one of those handy/dandy “Out of Office” responses and; Those responses contain direct phone numbers, cell numbers and even people to … continue reading »

Whenever I begin working with a new consulting client, I ask them to tell me about their efforts to sell companies, right in their backyard. The majority of these companies not only forget about their neighbors; They’ve created a scenario where their neighbors have forgotten about them too! And that’s a shame because . . . For … continue reading »

To a potential client, you and your competitors look and sound the same! But how do you get them to at least hear you out? For starters, you DON’T approach them same way as your competitor does. How can an aspiring sales rock star accomplish this? Send them a very specific handwritten card. I had … continue reading »

Conventional wisdom would have you avoid the industries/companies that are hurting right now but; Sometimes the “hurting” is your best reason to contact them! Why? Because when you’re hurting, you’re more likely to invest in something to make that hurt go away. Note: You had better to be able to clearly articulate how your product or … continue reading »

I don’t care what industry you’re in, there are certain situations where you and your competitors are going to pounce; On the same people; At the same time! Like when someone advertises a job opening and every recruiter and their mother calls and emails. There’s nothing wrong with pouncing on the same opportunities as your … continue reading »

That email you’re about to send is pretty much doomed! Why? Between the incredible amount of emails being sent and received each day, and the fact that the recipient is crazy busy; They’re going to make a quick decision as to whether or not your email is worthy of their time! Sad, but true . … continue reading »

The problem with MOST sales emails is that; The emails are almost identical to ALL the other emails the decision maker receives. Then, many sales reps keep forwarding the SAME, EXACT email from their sent file with a “Wanted to give this a bump to the top of your inbox” or “Haven’t heard back from … continue reading »

There’s one thing that drives me absolutely bat sh*t crazy this time of year; It’s this need to milk what should be (at best) a one week observance of the holidays into a full out, 3 week mental check out! As I’ve said before, slow down this holiday season. Take some time off to recharge … continue reading »