When it’s football season, one saying you often hear is, “Offense wins games. Defense wins championships.” That is also true in sales. Offense — or outbound selling — gets new accounts, but defense keeps them producing revenue year after year. What does playing a strong “defense” mean for a sales pro? It comes down to…
Read More
Watch this week’s Short Attention Span Sales Tip here. Good morning! Well, here we are. It’s the last week before the three most important selling months of the year. What’s your plan? I roll out this same message every year at this time because I believe it’s one of the most important sales tips I…
Read More
Targeted email automation can be great I use it a lot: I can send a targeted response to someone. If they click on a link in a previous email and I can send them more information or an offer to encourage them to take action. If they don’t, I can send them a reminder. But…
Read More
Salespeople are, by nature, optimists. If they weren’t, they would never be able to endure the beatings taken along the way to a successful career. Tomorrow will always be better than today. Your business will grow. Your client base is secure and your customers are happy.…
Read More
Ask the Accountant… Question: Can I use the QuickBooks Online Plus Chart of Accounts that is included in the program? Answer: Yes, but it is a poor format for our industry. QuickBooks is a wonderful product and is the No. 1 accounting software for a small-to-medium-sized businesses. It is used by a wide range of…
Read More
It’s hard to believe, but we’re in the second half of 2024. Many of us do end-of-year reviews of our business goals and accomplishments, but how many of us stop to do those things mid-year? As basic as this sounds, most people don’t. But those who achieve their goals often do. Highly goal-oriented people tend…
Read More
Things change. For example, consider this quote from the 2054 Merriam-Webster Dictionary: “Football (/fo-ot-bôl/) Any of several games played between three teams on a triangular field having goalposts at all three sides, and whose object is to get the ball over a goal line, into a designated goal by running or kicking.” Wow! How did…
Read More
Over the past 32 years, I have seen a lot of direct mail mistakes. Sometimes they have been really funny, like the time when a wrong phone number was put on the mail piece so when recipients called it they reached a sex hotline. That was pretty funny. Other times, the mistakes have just been…
Read More
As we experience the many situations in business and life we have two choices: 1. Assume we know what’s going on 2. Always be curious and see if there’s something for us to learn When I was younger, I was very confident and thought I had all the answers. That over-confidence and false bravado probably…
Read More
In an attempt to check in on you, your boss walks past your desk and tosses out a lazy, “How’s business?” You answer, then provide just enough information for her to walk away satisfied. The last thing you need is commentary on your sales…
Read More