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What can Dracula teach us about sales? More than you might think.Bram Stoker's Dracula isn't just a story about a vampir...
09/15/2026

What can Dracula teach us about sales? More than you might think.

Bram Stoker's Dracula isn't just a story about a vampire. It's a story about influence.

Dracula doesn't begin by forcing people to do what he wants...
He creates curiosity...
He studies his environment...
He understands what people want...
He creates fascination...
And he gets people to move toward him.

Sound familiar?

The best salespeople do something very similar. They don't walk into a meeting and "show up and throw up" by immediately start talking about their product. They don't overwhelm the prospect with features. They don't try to sell before they've fully uncovered the problem and its impact.

The best sales people remain curious. They ask questions. They uncover and spread the gap between where the prospect is today and where they want/need to be.

They create enough tension and urgency that the prospect wants to solve the problem. They have to solve the problem. AND, they want to explore solutions together.

That's influence.

And perhaps the biggest lesson: You don't have to convince someone of a problem they don't believe exists. Your job is to help them discover and understand the problem for themselves. (read that again.)

Just don't drink their blood.

What can a 125-year-old vampire teach us about sales?Probably more than you think.I've been reading Bram Stoker's Dracul...
09/15/2026

What can a 125-year-old vampire teach us about sales?
Probably more than you think.

I've been reading Bram Stoker's Dracula, and it struck me that beneath the classic gothic horror story is a fascinating lesson about influence, curiosity, human behavior, and decision-making...and those are pretty important topics (my favorites) in the world of selling!

So, over the next four posts, I'm going to explore what Dracula can teach us about selling.

Not about manipulation. Not about tricking prospects - No Silver Bullet. (see what I did there) In fact, quite the opposite.

We'll look at:
- Influence — Why creating curiosity can be more powerful than persuasion.
- Discovery — Why doing your homework and asking the right questions changes everything.
- Tension — Why some salespeople unintentionally suck the life out of their conversations.
- Pull vs. Push — Why the best salespeople don't have to chase the prospect.

Sometimes the best sales lessons are hiding in places you wouldn't expect...even in a classic horror story...

It may sound like an unusual comparison - you see how I think - but you'll see where I'm going. It's not scientific, but it is fun...

Shall we?

We Remember.September 11th is a day we should never allow ourselves to forget.We remember the lives that were taken, the...
09/11/2026

We Remember.

September 11th is a day we should never allow ourselves to forget.

We remember the lives that were taken, the families forever changed, and the countless heroes who ran toward danger to save others.

We remember the firefighters, police officers, first responders, military members, and ordinary Americans who showed extraordinary courage.

And we remember how, in the days that followed, our country came together—neighbors helping neighbors, strangers standing together, and Americans remembering what truly matters. Let's do that again!

25 years later, the pain remains, but so does the courage.

September 11, 2001 — Forever in our hearts

Never Forget. Twenty-five years later, we remember September 11, 2001—not only for the tragedy and lives lost, but for t...
09/11/2026

Never Forget.

Twenty-five years later, we remember September 11, 2001—not only for the tragedy and lives lost, but for the courage, sacrifice, and unity that followed.

We remember the 2,977 innocent lives taken that day.
We remember the first responders who ran toward the danger while others ran away.
We remember the families who lost loved ones and continue to carry that loss.
And we remember a nation that, for a time, stood together as one -- We Can Again.

We will never forget their lives, their sacrifice, or the heroes who answered the call.

September 11, 2001 — Always Remember.

God Bless America.

A big mistake sales teams make after summer: Treating a quiet buyer like a lost buyer.Sometimes the buyer didn't say no....
08/11/2026

A big mistake sales teams make after summer: Treating a quiet buyer like a lost buyer.
Sometimes the buyer didn't say no. They simply went on vacation. Or their priorities changed.
Or the person you were working with came back to 300 emails and your opportunity fell to the bottom of the list.

The answer isn't: “Just checking in.”

Instead, give them a reason to re-engage.

Try: “When we spoke in June, X was the priority. Has that changed?”
Or: “We had discussed solving X before year-end. Is that still a priority?”
Or simply: “What changed while we were both away?”

The goal isn't to restart the old conversation. It's to find out whether the conversation is still relevant. Re-engagement starts with curiosity!

Summer is over. Is Your Pipeline Telling You the Truth?Now comes the uncomfortable question for sales leaders: Do you ac...
08/10/2026

Summer is over. Is Your Pipeline Telling You the Truth?

Now comes the uncomfortable question for sales leaders: Do you actually have enough pipeline to finish the year strong?
 Not opportunities sitting in the CRM.
 Not deals that have been at 70% for three months.
 Not “They said they’re interested.”

Real pipeline.

Opportunities where your salesperson understands:
 Who makes the decision?
Why would they change?
Why now?
What problem are they trying to solve?
What happens if they do nothing?
What is the next committed step?

Coming out of summer, it’s easy to confuse a full CRM with a healthy pipeline. They aren’t the same thing. Now is the time to inspect—not just expect.

Ask your team: “If we removed every opportunity without a scheduled next step, what would our pipeline look like?” You may not like the answer.

But it’s much better to know in August than discover it in November.

Better Never Stops.

Pressure is something that happens to us. Accountability is something we choose.One of the life lessons I believe to be ...
08/10/2026

Pressure is something that happens to us. Accountability is something we choose.

One of the life lessons I believe to be true: Pressure may get someone to act, however, accountability helps keep them acting long after the pressure is gone.

The end of the quarter creates pressure.
• A commitment to daily prospecting demonstrates accountability.
Your manager asking about your pipeline creates pressure.
• Maintaining the KPIs necessary for a healthy pipeline reflects accountability.
Fear of missing quota creates pressure.
• Ownership of your results creates accountability.

Are you under too much pressure? Maybe.

But perhaps pressure isn't the real issue. Maybe the real question is: Are you taking ownership?

• Pressure comes and goes.
• Deadlines change.
• Markets change.
• Leaders change.

Accountability remains.

The highest-performing professionals don't rely on pressure to produce results; They create habits, they make commitments, and they do what they said they would do—especially when no one is watching!

Pressure can produce activity. Accountability produces consistency.
Pressure may get you across the finish line. Accountability determines how often you get there.

As I stated in a response to a friend’s post on pressure, I think accountability is the missing ingredient in most organizations. Companies don't usually suffer from a lack of goals, pressure, meetings, or KPIs. They struggle because people don't consistently own their commitments and follow through. Pressure can force short-term performance, but accountability is what creates a culture of sustained excellence.

Clarity leads to action, but accountability ensures ex*****on.

Please share your thoughts comparing Pressure to Accountability.

One of the biggest mistakes I see in sales today isn't a lack of technology.It's a lack of action.We hide behind emails....
08/04/2026

One of the biggest mistakes I see in sales today isn't a lack of technology.

It's a lack of action.

We hide behind emails.
We rely on LinkedIn messages.
We schedule another Zoom call.

Yet many of the biggest opportunities are won by the salesperson who takes one more step.

They make the call.
They book the flight.
They drive across town.
They shake the customer's hand.

Face-to-face outreach requires more effort than sending an email. That's exactly why it works.

Every meaningful relationship starts with someone deciding to take action.

Stop waiting.

Reach out.
Show up.
Listen.
Build trust.

Because in sales, action doesn't just create activity—it creates relationships. And relationships create trust and build businesses.

Who could you visit this week instead of emailing?

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