Tag: Prospecting
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The Fastest and Cheapest Way to Immediate Differentiation
2025 is the 10th anniversary of my book, Behind Your Back: What purchasing managers say once you leave the room and how to get them to say yes. Here’s an updated chapter from Part I: Rule 1.7: Unsuck Your Business Card. Most business cards are boring, lame, reek of corporate compromise, and are ultimately forgettable. After collecting hundreds of business cards from all over the country, I remember…
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How to Goose Sales in 30 Days—No Excuses, No Cold Calling
Q: I’ve got a young sales rep who’s struggling. Corporate leadership hinted he may not be flying with the flock much longer, but I believe in him. He’s proven he can sell but he doesn’t have much time. Any tactical ways to goose sales in the next 30 days and get him off the radar? A: Geese are obnoxious and arrogant creatures on the…
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7 Counterintuitive Tips on Time Management
Planning your goals for the week, time blocking your schedule, and executing with ruthlessness are where you will separate yourself from everyone else. In the OSR Academy, our 12-month online/offline sales development program that includes attendance at our annual Sales Fundamentals Workshop in Fort Worth, each student submits their Weekly Game Plan to us every week. Why such accountability?…
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What a Plane Ride Can Teach You About Hunting Like an Expert
An airplane is a surprisingly effective place to study how poorly people introduce themselves. If you’re hunting for what not to do in sales, air travel is like a Serengeti safari where half-blind, three-legged lions stumble after gazelles. It’s a live-action documentary of missed opportunities—and, considering nearly 600,000 businesses die each year—more than a few starving creatures.…
The Craft of LBM Sales 