Here’s why you’re repelling prospects and what to do instead.

Been ghosted? Here’s what to do and say.

Developing a surfer’s mind when cold calling to lower the Zone of Resistance.

Thoughts on starting conversations with prospects who have little interest in speaking with you.

Thoughts on four habits that make selling more enjoyable.

A simple question for more sales.

Here’s a framework for writing a good cold email.

Landmarks that indicate you’re making progress in sales.

Are you aware or unaware of your thoughts and actions?

Here’s why telling people they’re doing their job wrong creates defensiveness. And what do to instead.

Why you should stay away from the phrase “I know.”

Thoughts on what to say to lower The Zone of Resistance when cold calling.

The importance of intent when cold calling.

7 language patterns that lower the Zone of Resistance.

Don’t try to get prospects to admit they’re doing their job wrong. Here’s why.

Something I wish I knew when I was a younger salesperson.

Thoughts on diffusing, “We don’t have a budget.”

This tonality mistake might be killing your cold calls.