September 22, 2014

Sales Tip: “You’re Still Cold Calling!”

“You’re still cold calling!” That’s what a good friend and co-worker said to me one day when he got curious about how I was closing so many sales, seemingly easily. This was around the time I had perfected by lead-generation methods and organized them into an intelligent system that, by that time, was working on […]

Does Your Sales Manager HATE You?

“Does Your Sales Manager HATE You?” In seeking to grow my search engine marketing & lead-generation business, I ordered a book recently about how to hire top-notch salespeople, and was excited to learn what it had to say. And then a shocker came. One of the early chapters of the book just floored me. The […]

LESS Appointments = MORE Sales

Having spent many years as a top sales pro, and after nine years of analyzing thousands of top salespeople as a sales coach & consultant, one glaring truth stands out above all the rest: The people making the MOST sales are going on the LEAST number of  appointments! This is an astounding statement, especially since […]

How To OWN Your Next Networking Event!

Very few people understand how to take the best advantage of networking events. For the most part, everyone shows up, then it goes around the room and each person present gives their 30-second “elevator speech,” and that’s about all that happens at those meetings. However, in working with my sales reps in my internet marketing […]

Disney World: The World’s Best Sales Machine

I was listening to a marketing audiobook in the car on the way here today and came across an astonishing fact – one that I never knew before: Since 2007, the average visitor to Disney World has spent more during their trip than the average visitor to Las Vegas! How Does Disney Do It? Think […]

“Goes to show that Cold Calling DOES Work!”

“Goes to show that cold calling does work!” I saw Wall Street, one of my two all-time favorite movies, this past weekend again for the first time in a long time! Naturally, considering what I do for a living, I had to laugh when Bud Fox gets promoted to his new corner office and the […]


I’ve decided to get back into the habit of listening to audiobooks while working alone in my office, with the door closed. (I’m listening to one right now – the one I’m about to tell you about!) Something that REALLY got my attention is this fact that we must all face, while the author was […]

“It’s like chewing aluminum foil.”

Yesterday I was email chatting with Tony Parinello, author of the sales classic Selling to VITO: The Very Important Top Officer. Since we haven’t talked in quite a long time, I checked out his site to see what he’s doing these days, and one of his speaking topics is called “Stop Cold Calling Forever.” In […]

Selling to a baby?

I always said I’d never be one of those parents who is always talking about their kids to the boredom of everyone around them, but sometimes I simply can’t resist – so here I go! We had our second daughter last year and life just keeps getting better! Of course, #2 is a lot easier […]

WEBINAR: Get Hot Leads with LinkedIn!

WEBINAR: Get Hot Leads With LinkedIn! In response to overwhelming demand, I’ll be presenting an all-new, LIVE webinar on the topic of How To Get Hot Leads With LinkedIn, on Wednesday, September 10th at 11:00 AM Eastern time, and again at 3:00 PM Eastern time. DATE: Wednesday, September 10 TIMES: 11 AM and 3 PM Eastern […]