26 Habits of Incredibly Successful Salespeople

The difference between good salespeople and great ones is staggering. Good reps hit their quota – most of the time. Great reps don’t just consistently hit, they have blow-out months or quarters. Good reps earn their prospects’ trust and respect....
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Help Your Clients Create A Legacy For Their Children

The thought of needing life insurance can be uncomfortable for some people. It can even be more difficult to think about when considering life insurance for our children. That’s why when discussing life insurance options for children with your clients,...
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9 Steps to Take When Your Prospecting Strategy Isn’t Working

Ever wake up in the morning, look in the mirror and say: “I have no business?” Ouch. Actually, you should look in the mirror and say: “The day is a blank canvas. How am I going to make the most...
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9 Sales Follow-Up Emails the Pros Use to Engage Prospects [Free Email Templates]

Much thought leadership is dedicated to the art of selling: pitching, presenting, closing, building trust, developing a relationship, and a myriad of other skills. But showing off these talents depends on getting on prospects’ calendars in the first place. More...
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17 Ways To Get More Work Done

Most everyone has figured out that performance expectations keep going up. To put it bluntly, we face the challenge of doing more in less time. And it’s not about to change anytime soon. More...
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The Art of Asking Open-Ended Questions

When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” Simply stated, a high-value question...
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5 Tricks That Will Magically Get Prospects Interested in You

It’s easy to sell to prospects who are already interested in your product. They’ve done some preliminary research and decided you’re a potential solution. Now all you need to do is answer some questions, get in front of the right...
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15 Effective Responses to A Prospect Who Chooses Your Competitor

Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines...
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How to Write a Professional LinkedIn Headline (With Examples)

When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest. You’re a complex person, with unique ambitions, experiences, preferences, and traits – how are you possibly supposed to distill yourself down to three...
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19 ‘Thank You in Advance’ Alternatives That Are Far More Polite

Don’t end an email with “thank you in advance.” Many people find this phrase rude; after all, you’re assuming they’re going to do whatever you’ve requested – essentially taking away their right to say no. And it can also seem...
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