Memorializing Our Heroes

A holiday weekend is ahead…and I often forget it’s not about weekend barbeques or the “official” start of summer in the Midwest… nope, it’s about our freedom. And while many of us aren’t feeling very free during our times of COVID, we are free in the ways that really matter. I wrote a post in 2009 about Memorial Day. Never could I have known what...

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What’s Your Mindset Around Virtual Selling?

Here’s a number to pay attention to… It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it? That though many people have been thrust into a virtual selling...

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Ditch the Pitch to Stop Prospects from Running

What’s your pitch? Or what’s your sales pitch? Those questions give me the heebie jeebies. Why? Because if we’re not on Shark Tank, they’re typically not asked from someone who is really interested in what we’re offering… Premature Pitches Are a Waste of Time I’ve long proposed we need to ditch the pitch because pitching...

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Make the Right Call Now to Win Business Later

Have you heard the saying, “People don’t care how much you know until they know how much you care?” Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for...

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Are Your Clients Receiving the Best “You” During This Crisis?

Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the wonderful things that you’re going to do there. Got yourself seated? Just snuggle in because those seats are so comfortable. As you’re getting...

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Want to Keep Prospects from Ghosting You? Take These 3 Actions

Do you like scary movies? If so good for you. I don’t and never have. Anything that has to do with the supernatural or extraterrestrials just freaks me out. That’s why I find it so interesting how a spirited word—ghosting—has become such a part of our business language, especially when we’re talking about prospects. One of the top 5 questions I...

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