Optimize Selling Solutions

Total eclipse of the sun

Devil's Bridge, Sedona, AZ The ice made it a bit sketchy to walk on. Not many hikers were going out onto it, but of course, I had to :)

Choose Your Customers; Narrow Your Focus; Dominate your Market

Choose Your Customers; Narrow Your Focus; Dominate your Market One of my all-time favorite business development books is: Discipline of Market Leaders. I love the subtitle of this book: Choose Your Customers; Narrow Your Focus; Dominate Your Market.

V=PQTS

V=PQTS Have you ever thought about how your Ideal Prospects define VALUE? This past Father’s Day weekend, I rebuilt the tractor shed at our farm in Ohio. Unfortunately, I miscalculated the number of steel panels we needed to re-roof the shed, so my wife and I had to drrve from Bethesda to Steubenville to...

A Piece of Bread Saved this Soldier’s Life

A Piece of Bread Saved this Soldier’s Life Today is the day I am hosting the Endlessssss Introductions workshop. During this workshop we are going to discuss the power of The Rule of Reciprocity for growing your B2B Professional Service Business.

The Power of the Rule of Reciprocity to Grow your Business

The Power of the Rule of Reciprocity to Grow your Business In September of 2018 I decided that I wanted to start a business owners’ roundtable group for an organization called Truth at Work. I set a goal of starting the group in mid November and I wanted 10-12 people in the group.

#AmishReinforcements I want to tell you a story that sort of relates to sales. Friday, my wife and I were at our family farm in eastern Ohio to do work on the tractor shed attached to the barn.

The Difference between an Acquaintance and an Advocate

The Difference between an Acquaintance and an Advocate In today’s article, I want to reflect on what has been the most effective thing I have done this past year to grow my business. Without a doubt, my Strategic Partners have been more helpful to me than anything else I have done.

The Secret to Leveraging LinkedIn Effectively

The Secret to Leveraging LinkedIn Effectively As I mentioned yesterday, one of the most efficient ways to grow your B2B service business is to get introduced to Ideal Prospects through Strategic Partners. Once again, a Strategic Partner is someone who serves the same Ideal Prospects you do and who is actively growing their business.

Build an All-Star Team of Strategic Partners

Build an All-Star Team of Strategic Partners Without exception, the best way to get a first appointment with your Ideal Prospects is by getting Introduced by a Strategic Partner. Not only that, but when you do get introduced you enter the conversation on a higher social level than when you actively prospect your prospect or when you simply mee