Price is ALWAYS going to be part of the sales process. So get prepared for those discussions by remembering a couple of key points and having a strategy to get…

One of your responsibilities as a leader is to make decisions, but everyone involved isn't going to agree. So ask the people involved why they support different options, don't decide…

Never get off a call without setting the next call. And the next call should NOT be next week. If they're not ready, set it months away. But if they're…

Companies hire to solve their problems, not to help you solve yours. So take a page out of (what I imagine to be) the playbook of Tom Brady and offer…

Like poker, you can have a great hand and do everything right...and still lose! You can also mess up and win! Just control what you can (your effort and your…

Follow up until they tell you to stop, but how frequently you should follow up is another matter. Put hot prospects in "heavy rotation" to keep the momentum of the…

When you work with an employee mindset of "just get through the day" and combine it with the limited work hours you dreamed of as a contractor, you're not likely…

The only way to never make a mistake is to never do anything! Especially when you try something new, you're going to mess up -- and that's ok!

Leaders often make the mistake of telling the team "what" to do, but forget to teach them "why". That allows the leader go fast, but prevents the team from going…

If you want to coach or correct someone, you have to make sure they know you're there for THEM, not you. And the best way is to actually be there…