Turn a Prospecting “No” into “Yes!”

Possibility of Yes

My youngest son is looking for a job. He has a list of all the places he wants to apply and he’s making his way steadily down the list, submitting applications, then picking up the phone to find and call the hiring manager. He’s very methodical about it and not the least bit discouraged by […]

Peeking Ahead to Q1? Why Ignoring Q4 is a Very Bad Idea

Go Get It!

It’s the fourth quarter. Your sales numbers aren’t where you’d like them to be. The calendar is changing. The minutes are ticking down. Tick-tock. You may be feeling discouraged, annoyed, even angry. You can do all that. Or, you can get motivated. Recently, I heard a sales consultant tell a team that they should forget […]