Optimize Selling Solutions

04/09/2024

Total eclipse of the sun

03/24/2024

01/19/2023

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 :)

07/01/2020

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.

06/30/2020

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...

06/24/2020

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.

06/23/2020

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.

06/22/2020

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.

06/18/2020

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.

06/17/2020

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.

06/16/2020

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