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
The demographic landscape is undergoing a seismic shift as baby boomers reach retirement age—often called the “Silver Tsunami.” As of the 2020 census, one in six people in the United States was 65 or older. The aging population grew from 2010 to 2020 at the fastest rate in over 100 years, nearly five times faster … Read more
You probably remember hearing all about the Titanic in great detail during history class. You might remember how this ship was described as the epitome of luxury and had been deemed unsinkable by its creators. You know the latter very clearly turned out not to be the case. But even as the massive ship was … Read more
Despite most TV pundits loudly proclaiming over the last few years that the US economy is strong, inflation is just transitory, and capital is plentiful, they’ve finally started to admit what the average American already knew years ago—our economy is in a disastrous position. The fact of the matter is that our economy is not … Read more
Underdogs are highly regarded, and celebrated, throughout history and sports. Think JK Rowling, Robin Hood and King Arthur. The “Cinderella team”— Miracle on Ice. Underdogs are legendary because they defy the odds, and the naysayers, and are, generally, quite unassuming. Something grips them in the moment, where they are faced with either success or failure, … Read more
Dear Debbie, Can you help with some Out of Office (OOO) coaching? I recently took some time off from work, but I always try to be available for urgent matters that need my attention. I explain that while I’m on vacation, for anything that needs immediate attention, I can be reached on my cell phone. … 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
Have you ever found yourself pondering, “Do I need a strategic partner or is my executive assistant ready to level up and become the MVP in strategic moves?” Let’s ditch the formality, grab a virtual pinky promise and dive into what sets a strategic partner apart from a traditional executive assistant. In my experience, a … 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
