We’ve all been asked to send over a proposal at some point in our business lives. I once had a client send me a 12 page proposal to review before he sent it to his prospect. It was insane. I’ve heard plenty of proponents of a 1 page proposal process, but in my experience, most proposals need at...

“How do I communicate what I do in a way that doesn’t lump me in with others in my industry or go over my customer’s head?” The funny thing is that this question at our latest mastermind caused a round of nodding heads! Seemed like more than half the people at the table struggled with the same...

If you’re reading this, I bet you’ve faced Entrepreneur’s ADD (also titled Shiny Object Syndrome) at least once. Possibly to the point of crippling you! You bounce from one idea to another, to another, then to this project and that and “oh this has come up and it needs to get done!” and… The...

I’ve been brought in by thousands of different companies to boost their sales teams for two reasons:It was how I really developed a reputation and got into business.I’m damn good at it! Selling, and training others how to improve their sales. The reality is that anyone who has invested the...

What do you do when you’re working through a sale and it’s going well, till suddenly your prospect interjects “I love this, but _______” and suddenly money or the need to have a conversation with a partner, or some kind of situation that wasn’t mentioned until now. We all get objections. Some...

It’s a phrase I hear nearly daily from hundreds of businesses every year. How can everyone have the best customer service? I get it! There are lots of businesses out there that don’t have good customer service at all. But not all of us can have the same differentiator - at that point it fails...