Jim Marshall 
The month of June signifies different things to different people: weddings, graduations, Father’s Day, hurricane season, the Summer Solstice, etc. The kids are out of school, summer vacations are being (or have been) planned and, as a frantic business executive, chances are you’re looking forward to some well-earned time off. All fine and good, and … Read more
The month of May signifies many things to many people, depending upon your point of view and frame of reference. It’s the peak of springtime (and the precursor of hot, humid months), Cinco de Mayo, the Kentucky Derby, high school and college graduations, Memorial Day and the Indianapolis 500, to name a few. But we … Read more
Dear Jim, How many follow-ups are too many follow-ups, too many? I’m under pressure to get answers from prospects before moving on, but sometimes I can feel the irritation in the responses I get. I want to follow through without making a bad impression. When do you know to stop trying? Sincerely, Am I too … Read more
In case you haven’t noticed, a shift in the profession of selling is underway. This shift – the digital empowerment of buyers – has been rumbling for a while but, thanks to developments in artificial intelligence, it has really hit hard over the past year. To help you prepare for a selling landscape where buyers … Read more
By now, you should have already completed your sales forecasting for 2024 and be well on your way to laying the groundwork for a wildly successful year. Sometimes I find, however, that many companies still struggle with gathering the pertinent information they need to accurately gauge the effectiveness of their selling and business development efforts. … Read more
Happy New Year! Here’s to a healthy, prosperous and productive 2024 for you, your family and your team. If you’re reading this article, chances are you’re already a successful business owner, entrepreneur, manager or salesperson. Perhaps you’re coming off a great year and are determined to maintain that momentum. Or you’re establishing/revising your game plan … Read more
As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months. You may have had a great year and decided to take your foot off the accelerator for the rest of the month or you’re engaging … Read more
It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling is still a high-rejection business. Where else can you go to work with the assurance that you’ll be turned down countless times, daily – … Read more
If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season. Similarly, we also hope your year-to-date sales projections, revenue goals and business plans are on track to meet, or exceed, your expectations. But, if you … Read more
By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the nub after the back-to-school sales. For students, it’s back to an environment of new experiences, new ideas and continuous learning, and development. But, as business … Read more
