Author Archives: Mike

May 21, 2019

Busyness Does Not Necessarily Drive New Business

I shared the below excerpt with the #SalesTruth Book Launch Team over the weekend. The response was so strong and their confessions and frustrations posted in the comments so revealing that I felt compelled to post the excerpt here.This is out of Chapter 5 – To Win More New Sales Requires Focus on Winning New […]

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March 4, 2019

Are You More of a Rain Barrel or a Rain Maker?

I could ask you many specific questions to help diagnose your sales issues and how effectively you are working the top of the funnel and creating new sales opportunities, but this one question truly gets to the heart of the matter very quickly? Are You More of a Rain Barrel or a Rain Maker? The […]

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February 19, 2019

I Wish What They Were Saying Was True

I do. I wish all the wonderful sounding things we read from supposed “experts” online were true.  Wouldn’t it be great if the perfect new sales tool they were pitching to us cured all that ails our sales? And how much easier would it be to fill a pipeline with legitimate sales opportunities if all […]

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January 17, 2019

Why The OutBound Sales Conference is Such a Unique and Powerful Opportunity to Up Your Sales Game

Mike on OutBound Stage

With the 3rd OutBound Sales Conference less than three months away, I keep getting asked why OutBound has become so popular and what makes it unique. My answer is threefold. First, it’s the very specific focus. Every session is designed to help individual sellers and sales team leaders increase effectiveness in these areas:  Prospecting. Pipeline. […]

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October 16, 2018

My Absolute Best Work to Help You Win More New Sales

I love what I do and can’t believe that I wake up everyday and get to do my favorite thing in business  —  helping salespeople and sales teams win more New Sales. The past few years have been an amazing journey and I couldn’t be more thankful to those who have supported my content and […]

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October 12, 2018

Simple Sales Truths (that work) vs. FOMO

Fridays are good for reflection and I have a few thoughts to share while flying home from Newark after leading a workshop for regional sales managers. We are now halfway between U.S. Labor Day and Thanksgiving – the Fall Selling Season. I see many sellers truly sprinting hard, locked-in on advancing every opportunity in their […]

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