The key to getting home is not a frantic push. It’s patience, and the confidence that you’re doing the right things with the right people to accomplish your goals.

Successful sales prospecting starts with understanding your unique value proposition.

I believe momentum doesn’t just happen to you. If you want it you have to create it yourself, right now, by getting up and getting started.

Within weeks of employing this system, my effectiveness was off the charts, and everything seemed like a win. I doubled the business in my new position in less than six months.

The frequency of the message is not nearly as important as the perceived value of the message. Understand this concept, and you’ll never be considered a pest again.

Following up with prospects is arguably the most-missed sales opportunity. You may think of follow up as sending a note or calling to check in. I think about follow up as continually providing value after initial contact.

Sales is not about taking orders, you know how to do that. Sales is about earning orders. Earning orders requires that you stimulate tension.

What would happen if you differentiated yourself by not asking the same questions that have been asked by sales professionals for the past 40 years?

What’s worse than an impersonal email blast? An email blast that tries really hard to seem personal, while remaining painfully, obviously, automated and impersonal.

You are selling the difference between what you are offering and what your customer is currently doing.