In a recent workshop, a participant shared this challenge: Ten days earlier she had spoken to a prospect she has wanted to work with for years. It was a great conversation and the prospect did agree to take the next step  - move into the discovery stage of sharing corporate  information and creating an action plan. A  detailed questionnaire ...

The phrase "follow up" can be defined as an activity carried out in order to further develop earlier work. For me this brings to mind the stages involved in creating a painting, or sculpture, or writing a book. For all works of art, there is a constant returning, a further development of what we've started. And so it is with each  of the four ...

Early in April I received a sales call that caught my attention. It was from VoiceAmerica; they produce podcasts. In her voicemail message, the woman who called identified herself as a "producer" and used words that sparked my interest, i.e. discovered you, the research we've done, expand your audience, perfect fit, etc. Now as many of you ...

  In the past 10 years I've worked with hundreds of entrepreneurs and salespeople. They have all wanted to  build revenue and create strong relationships with their prospects and customers. I'd like to say that every one of them succeeded at making this happen ... but that isn't true. Some of them (I'll guess 25%)  were never able to...

After hearing from clients, friends and colleagues that it was a "must see" for me, I recently took the time to watch The Wolf of Wall Street. While it doesn't fit my taste in films, it does include some wonderful dialogue on the use of the telephone and ... it reminded me of my own experience of Black Monday - October 19 1987. Black Monday occu...