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As a sales trainer, I spend several hours each week teaching salespeople how to prospect, coicate, negotiate, and close deals. For many, learning processes and tactics is the easy part.

The bigger issue is that business builders have a lot of head trash. Ironically, the people who struggle most are those who offer unquestionable value and have the deepest desire

Growing up in a family of divorce, there was a lot of confusion and inconsistency. Religion was no exception. While my mother spoke of God, her actions didn’t inspire me to believe. When I was 10 years old, my father started taking me and my three siblings to church on Sundays. As a restless child I found a lot of

It’s impossible to celebrate holidays without thinking about my parents, both now deceased; so many memories wrapped within seasonal traditions. Having a keen sense of my own mortality, it’s also hard not to look at my kids without wanting to stop time. I find myself fixing every moment in my mind with what I know is probably irrational exigency.

That

Today is Thanksgiving in America. Even though I’ve worked with businesses globally for nearly two decades, the geographic distinction didn’t fully occur to me until my sister moved to Dublin, Ireland.

I remember asking her, “Do you guys have big plans for the Thanksgiving holiday?”

To which she aptly replied, “Yeah… um… that’s not really a thing here.” Duh. Silly

It doesn’t matter if you spend a ton of money on marketing to bring in leads, or you rely on sales professionals (also expensive) to make cold calls. A key frustration for most leaders and businesses who come to me is that prospects aren’t responding to multiple outreach attempts. Even targets who initiated contact and seemed interested, have a way

Cause of Death: Way too much, way too soon

Primary Symptoms of The Overwhelmer:

  • Sharing too much information
  • Long bulleted lists
  • Run-on sentences with faulty grammar and too much punctuation
  • Multiple links and attachments
  • Giving the prospects “homework”
  • Including pricing details (see also “The Order Taker”)
  • Sending multiple emails with the same information
  • Anything that sounds like, “But wait… there’s