When you need to have a difficult conversation, you may actually need two conversations. Because they're likely feeling defensive, their "shields are up" and they're not ready to listen. So…

Doing an important thing consistently is challenging. There's always a temptation to skip a day and "make it up" -- but you never do. There's also the temptation to get…

It can be tempting to think software, automation or some other tool is the key to better results. But if your team and culture aren't ready, you won't get the…

Email is generally not going to close sales in business-to-business (B2B). So while sending emails and other asynchronous messages can help encourage your prospects to get on the phone with…

When you're tempted to react to an email, remember to first pick up the phone and call. But before you even call, be sure you're ready to seek to understand,…

When your prospect says "no", they're rejecting your offer, NOT you as a person. If you take it as a personal rejection, you're going to get discouraged and quit. Remember…

It's critical to have a system (that is, procedures and processes) to run your business effectively and efficiently. There can be many "good" ways of doing something, but a proper…

When you're prospecting, you need to be clear about your goal. "Winning" is not results like closing the sale or setting the appointment. Winning is following your process. Follow your…

You can lead successfully from ANY of the four DiSC behavior types. To serve your team, you may need to adjust your natural style or even "manufacture" parts of a…

You don't need to jump in immediately when something happens. At a minimum, you need to stop and take a few deep breaths to regain emotional control. Then proceed on…