What I Do – An Entrepreneur’s Struggle

As an entrepreneur, it can be an enormous struggle to explain what you do to your friends, family, and prospects.  For some, it’s clear cut and obvious. But for others, myself included, it’s not as black and white. I’ve gone down the rabbit hole multiple times trying to figure out a nice, concise way to make this easier. You’ve probably …

Transitioning from a Night Owl to an Early Bird

Like a lot of people in my generation, I’ve been a night owl for years. It started in high school when I would stay up super late playing computer games and chatting with friends, and it just never really stopped. I’ve known for years that I would be more productive, healthier, and probably more energetic if I made the switch.  …

Company Culture Seen from an Interview

I’ve been talking a lot about company culture lately.  While I think a lot of businesses are starting to recognize how important it is, there’s still a long way to go before it’s a huge, consistent consideration with every company.  Especially in the sales department.  Anyway, all this talk about it reminded me of a disastrous interview I had several …

Honesty Goes a Long Way with Prospects

I was talking with a networking contact the other day, and he had recently started his business and was looking for some advice.  We talked about his target market, what his services included, and the product options he offered. I told him it all sounded pretty good to me. Honestly, he was way further down the road than a lot …

Hiring Great Salespeople Isn’t Easy

Right now, in the year 2020, sales managers across the country, (maybe the world), are asking the same tired questions to prospective salespeople. How is this possible??? Do you know how many times I’ve been asked something along the lines of “sell me this pen?” The thing is, that doesn’t really prove anything, no matter how good the pitch is. …

What now? Pivoting Through COVID-19

Right now, you may be sitting at home not knowing what to do. You might be one of the thousands furloughed or let go due to COVID-19. And that really sucks. Or maybe you’re one of the essential workers that aren’t getting treated fairly for the hard work and risk you’re putting into just being at your job. That also …

Why short-term thinking hurts you

I talk with a lot of people who get frustrated when things don’t happen immediately.  They are so focused on the short-term and don’t have any trust for the process.  You can try to force everyone to work on your schedule, but that will lead to burning a lot of bridges with potential clients and networking partners.  Instead we should …

Don’t Be Results Oriented

If I could buy a billboard and put one thing on it, it would be this: “Don’t Focus on Results” With so much in this world that we can’t control, why do we put so much emphasis just on the end product? What do I mean by being too focused on results? Here are the kinds of self-defeating, results-focused statements …

A Deep Sales Pipeline Impacts Your Ability to Sell

There are a lot of things that can stand in the way of success in sales and a salesperson. We can make assumptions, we can give too much information away, we can devalue out time or our product. Most of these things happen when we are too attached to a potential sale and that all goes back to our sales …

Saying No Will Help You Crush Your Goals

If you are running a new business, you’re a freelancer, or you’re a salesperson, it can be very hard to tell people no. You might feel obligated to take a project on because of how an email is worded, or because you think that you’ll earn future business if you do this one last task for free. Look at all …