Lead generation is the lifeblood of your business. If you don't have a constant flow of leads to fill your pipeline, you will struggle to hit your sales goals. This section of the sales training is designed to help you increase the amount and quality of sales leads.  



Marketing is hard. It’s difficult to measure. It is hard to know if you’re making an impact. 

With the advent of social media, you can share your message instantly without thinking through the important details. Back in the day, when your ad was going to cost thousands of dollars, people spent more time crafting the ad and getting executive approval. This is no longer the case. 

This post by the way, is not just geared toward traditional marketing strategies. It's for salespeople that send their customers emails about a new promo. It's for the sales professional posting….


When Lindsay Konzak, president of 3 Aspens Media, asked me to join her on an episode of her podcast, I immediately said yes.

On her podcast we discussed the importance of content, how it helps build relationships with customers, what books I’m…


What do Coors Light, Red Robin and Quiznos all have in common? — Gerry O’Brion.

Gerry worked for each company in a major marketing role, serving as vice president for two of the three, and made big moves for each.

At Coors, he helped develop the “frost brewed liner” marketing campaign that included the image on the can changing colors when the beer was cold enough to drink (more on this later).

At Quiznos he almost doubled their customer base through….


If you don't have a steady flow of leads, you won’t have any deals to close. 

So even if you are the best sales professional on the planet, without leads, you’re toast. 

How do you get more leads? Leads that are good? Leads that have a good chance of closing?

Great question….hopefully this short review of Seth Godin’s book will help. 

Much of Godin’s book “All Marketers are Liars Tell Stories” has a strong focus on a B2C model. However, even in the B2B model, your customers are STILL consumers. They consume your message, they consume your…


When Es Curtis announced a "Guest Blogger” project she was organizing, I knew immediately that I wanted to contribute.

And it didn’t take long to decide which topic to blog about.

There is still so much debate about whether or not businesses should be creating content - but no matter what side you are on, you should be fully aware of these 5 Reasons to Start Creating Content today!


Here are 5 things you can do to keep your customer coming back for more.

Use people’s first name

Dale Carnegie said it best: "A person’s name is to that person the sweetest and most important sound." 

People LOVE hearing their name.

So anytime you address someone, say their first name, and put a little emphasis on it. Make it the MOST important…


After dedicating much of my post college life studying sales, I’ve started to dip my toes into “top of the funnel” education: marketing and advertising. 

I started reading books on these topics and began following influencers on social media and listening to their podcasts and watching their YouTube videos.

After hundreds of hours of tasting, it was time to start testing.

First of all, I have a TON more to learn. And maybe some of this is totally wrong. If that’s the case, please let me know.

BUT, I’m learning by testing, by trying, by taking...


One of the best ways to grow your sales is to acquire new customers. But that is no easy feat, UNLESS you can get your referral pipeline filled up. 

Chet Holmes, sales and marketing guru and author of "The Ultimate Sales Machine", is famous for saying, "Experts will get three times more referrals as salespeople."

So, how do you become an expert?....


This is why it is SO important to share MARKET related content with your customers or prospects, not "features & benefits" or PRODUCT related content. 

Only 3% of your audience is ready to buy today, and only another 7% is OPEN to buying today.

That means when you advertise or share content that is PRODUCT specific, you are basically wasting your time. Only 10% of your audience MIGHT buy. AND, if only 10% of your audience actually SEES your ad, only ONE PERCENT gets any value out of it. 

If your PRODUCT related ad is on social media, very few people...


It’s one of the scariest moments in sales. 

The cold call. In person. 

Walking into a strange building for the first time can be very intimidating. You don’t know what to expect.

The receptionist might be rude. Maybe he will kick you out before you get a word in. 

Maybe he will have a flame thrower pointed at you the second...


About two weeks ago I received a cold call from a recruiter. 

He wanted to talk about the “New Year”, and how fast 2017 flew by. He stumbled over his words and immediately lost credibility. I couldn’t get him off the phone fast enough. 

I thought this was the perfect time to give you my $0.02 on cold-calling.

When you are cold-calling or following up on a job with someone that you don’t have a solid relationship with, don’t beat around the bush. Don’t talk about how “great it is that it’s a NEW YEAR!” Or how ...


There's a fundamental rule of business that states: "People do business with people they know, like and trust." But is there something else at play that no one else is talking about? How important is it to be "liked" in business? 

After reading this article, you might argue that the rule should be: "People do business with people they know, trust, and are PERSUADED BY."

In Robert Cialdinis' book, Influence, he discusses an experiment conducted by Professor and Psychologist Dennis Regan.

In the experiment, two subjects and Regan gathered in a room...


Business can slow way down during the holiday season. And if you're not careful, you might find yourself scanning facebook (unproductively) for hours on end. Here are 10 things you can do to stay productive on a slow day.

• Text message some customers & prospects, wishing them a [Happy Thanksgiving/Happy Holiday/Merry Christmas etc] Make sure to include some emoji’s; the turkey 🦃for Thanksgiving, a tree 🎄 for Christmas).

•Hand write some notes to current customers and...


After learning how NOT to network for the past 11 years post-college, I think I’m starting to figure it out. Not to say I was terrible at networking, I just didn't have a system or a process in place. I was meeting lots of people, connecting with them on LinkedIn, and.... well, that was it. No follow up. No value add. No momentum. Ultimately, a lack of solid connections.

And by no means is this system perfect. In fact, I'm hoping someone will comment and tell me what I'm missing, because I'm sure there is something. But, I think if you follow this system you will start making...


After running across this image about a year ago in Allan Dib's book, The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand Out From The Crowd, I wasn't quite sure I believed it. 

I mean, five or six contacts before your prospect even knows you exist? Thirteen until you have a customer? That seems crazy. 

After all, for most of my sales career I was consistently giving up after...


1. Write a blog post

It doesn’t have to be some awe-inspiring, five page post, with fancy pictures, 15 footnotes, and written with the best grammar and punctuation. It just has to be done. It just has to be posted. That’s it. Think of a topic that interests YOU, AND your current or future customers and spend 15-30 minutes writing your post. Try to make it coherent, sure, but besides that just get it....