Not the “R” Word Again…

Not the “R” Word Again…

How to keep selling in an economic downturn What a ride we were on the last few years! The stock market rose to unheard-of levels, and unemployment was lower than ever. Then along came the coronavirus. It began slowly, and we thought it was contained. But it spread...
How to Ask for a Referral from a Client

How to Ask for a Referral from a Client

Your customers are your best source of qualified sales leads. “If your customers aren’t selling for you, you won’t have customers.” Those words of wisdom are from Steve Silver, vice president and research director at Forrester (now Sirius Decisions), when he made his...
Why You Might Need to Quit Your Job

Why You Might Need to Quit Your Job

You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and...
The Sales Fortune Is in the Follow-Up

The Sales Fortune Is in the Follow-Up

It turns out there really is power in a thank-you note. A thank you goes a long way—thanks for your referrals, thanks for new business, thanks for the meeting. It’s not just a way to show gratitude. It’s also a great excuse for sales follow-up—a reason to connect with...
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