Blog
You Don’t Have to Write to Blog You Just Have to Talk
The number one reason salespeople give for not having a blog is that they are not writers. They hate staring at a blank page. They do not know how to start. They write three sentences, delete them, and close the laptop. Here is the thing: you do not have to write a...
The Professional Headshot Why a $150 Investment Can Pay for Itself 100 Times Over
before they ever pick up a phone and call you — they see your face. That tiny circle on your LinkedIn profile. The photo at the top of your website. The image in your email signature. The thumbnail next to your name on every platform you are on. All of that is doing...
How to Write a Bio That Makes Strangers Want to Work With You The Three-Part Framework, What to Include, and What to Skip
Most salespeople have a bio somewhere. On LinkedIn. On the company website. Maybe on a one-pager they hand out at networking events. And most of those bios do the same thing: they list credentials, describe products, and end with a phone number. That is not a bio....
Your Website Is Your Modern Yellow Pages And This Time, You Own It
There was a time when if you wanted to be found, you paid to be in the Yellow Pages. You bought your half-page ad, they printed your name and number, and when somebody needed what you sold, they flipped to your category and called whoever looked most trustworthy. That...
Why Price Is Never the Answer And What to Lead With Instead
There is a version of this sales career that a lot of people are living right now. They are out there every day, working hard, making calls, setting appointments, closing deals. And every single time it comes down to the wire, the conversation ends up in the same...
You Are the Brand Why Marketing Yourself Beats Marketing Your Company Every Time
At some point in most sales careers, someone sits you down and teaches you how to market the company. How to pitch the product. How to lead with the logo. How to wear the brand on your chest like a jersey and represent it everywhere you go. Nobody ever sits you down...
Riches Are in the Niches How to Find the Gap Nobody Else Is Filling
Here is something most salespeople never do: they never go looking for the gap. They find an industry they like, get licensed, get trained, and then do what everybody else in their office is doing. They chase the same clients, pitch the same products, compete on the...
One Niche Leads to the Next How Getting Your Hands Dirty Opens Bigger Doors
Nobody starts at the top. Every salesperson with a thriving, well-known book of business started somewhere small — usually somewhere nobody else wanted to be. And if you are early in your career, or stuck trying to figure out where your niche even is, here is...
The Fear of Being Pigeonholed Is Costing You Business Why Specialization Builds Trust Instead of Limiting You
At some point in almost every sales career, it comes up. You are starting to find your lane. You are getting traction with a specific type of client. The referrals are starting to flow. And then a little voice in the back of your head says: What if people think that's...
Who Is Your White Whale? How to Find Your Ideal Client and Stop Chasing Squirrels
There is a type of salesperson you have probably met. Maybe you have been them. They are busy all day, every day. Calls in the morning, appointments in the afternoon, follow-ups at night. They are always moving. Always chasing. And at the end of the year, when they...