In the world of sales and business, having the right clients can make all the difference. While every client is valuable, some stand out...

Welcome to July, the beginning of the third quarter. Sure, this is the time for sun, fun, picnics, and vacations, but it is also the...

Pinpointing your best prospects is a crucial skill for any salesperson. Understanding who your ideal customers are can save time,...

Do you have a rolodex of resources? OK, I know no one uses a rolodex anymore but I loved the alliteration. Anyway, I wanted to share a...

“I can’t do sales, I’m introverted.” My response, "yes, you can." The good news is that introverts possess unique strengths that can make...

Hey there, who remembers business development and sales before LinkedIn? I do. Back then, our biz dev and sales tools were phone calls,...

Here’s a sales strategy that works every time. First, what doesn’t work: “Hey there, it’s Adrian calling to touch base.” Ugh. Staying in...

As a sales trainer for decades I've learned that transparency is key in fostering trust and building lasting relationships with clients....

You're excited and feel positive that you'll convert this prospect into a new client. But then it doesn't happen. Here are 5 things that...

In good times or bad, it's important to always keep your sales and business development efforts in gear. Here are 10 things you should be...

In a world before social media, (can you even imagine!) our elders emphasized the importance of manners, kindness, and honesty to...

Ever wonder why some people seem to accomplish so much more in the same 24 hours we all have? It's not about having more time; it's about...

Do you want fries with that? The jumbo size popcorn is just 25 cents more. Can I get you the jumbo? Who hasn’t heard (or heard “about”)...

Ensuring that your key points of differentiation translate into tangible benefits for your clients is crucial for success in sales....

We all need that boost sometimes, especially when we're feeling timid or unsure. It's like a virtual fist bump, pushing us to step up and...

Full disclosure, I'm a huge fan of Bruce Springsteen. In my opinion, few rock 'n rollers command as much respect and admiration as Bruce...

Here’s how to handle the objections and push back that come with selling. First, mindset: Objections are part and parcel of the sales...

Since Covid, many of my meetings, presentations, and sales skills training sessions are conducted via Zoom. While effective, they are...

In a world filled with glossy facades and carefully crafted personas, there's immense power in keeping it real. Whether you're navigating...

Ever noticed how our selfies on social media are either super happy or kinda sad, but rarely in between? It's like we're living in...