Email is the least effective medium. There’s so much damn noise. But, it’s an excellent medium to infuse into a broader outreach sequence that uses multiple mediums to schedule meetings with people you want to reach. The effectiveness of each communication medium goes like this: Face-to-face (most effective) Video call …

Life is about making tough choices. “Because your quantity of time is so limited, you’ll never reach the commanding position of being able to handle every demand that might be thrown at you or pursue every ambition that feels important; you’ll be obliged to make tough choices instead,” writes Oliver…

I never dreamed that I needed to do less selling for my company to sell more. In fact, I needed to do no selling. I got trapped into thinking that everything must come from me. Who better to close a big new customer than yours truly, the Sultan of Sales? …

Software can make any small business appear gigantic — on a shoestring budget. In fact, in one of my companies, most people think we’re 5x the team we are. That’s the advantage of SaaS. …

Over the years, I’ve had some stupid, absurd, even downright idiotic leadership habits. They don’t teach how to be a great leader in school, just a dumb manager. Unfortunately, it’s also rare to have an incredible mentor to help craft your leadership skills throughout your career. After trial and error…

The best sales organizations are masters at development. They’ve realized that they must be incredible sales professionals if they want to create value for their clients and win big deals. But, selling isn’t a transaction. It’s creation — delivering something valuable far beyond the price of the product or service. …

Evaluating someone’s character is incredibly easy. You don’t need a psychology Ph.D. or some other fancy piece of paper. All you need is the ability to listen and watch people. Start here: Evaluate how people act with pets and kids. Kids are the embodiment of presence. They want to learn, play and live life to the fullest because…