This is the home of my long articles. Welcome!

You'll learn how to win business with your dream clients by having better, more effective sales conversations. And you'll learn why your approach to sales may need some fine-tuning.

If you haven't read it yet, I recommend you start with the article on sales conversations as a primer.

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The Monthly Review – Semptember 2018

October 18, 2018

This is the second installment of my monthly update. Click here to read last month’s monthly review. Let me start by saying that August was all about creating content. I created a lot of content for my Consulting Sales Bootcamp and I also prepared a lot of content for The Show. Last month, one…

How Many Options To Include In Your Consulting Proposal?

October 17, 2018

What’s your favorite kind of jam? Whatever the flavor is, you can surely find it in the store. If you enter a supermarket and you go to where the jam lives, you’ll find dozens or even a hundred of varieties of jam. People like having choices. My favorite jam is raspberry because it’s obviously the…

How to do a Sales Proposal Presentation (And Why You Shouldn’t Email It)

October 11, 2018

“That was exciting!” That’s the response you want to get from your sales proposal presentation. It may seem like a reach if you haven’t achieved it yet, but I promise it’s a real thing. Excitement is an emotion, and to help someone feel the excitement you need to inject – you guessed it – emotion…

When to Write a Formal Proposal to Win a New Client

October 9, 2018

This article is based on an episode of my podcast, The Show. Click on the play button and play while you read or subscribe and get the updates straight to your inbox. It’s not enough to write a great formal proposal. Heck, writing the perfect proposal doesn’t even matter if you write it at…

The Monthly Review – August 2018

October 7, 2018

Once again, thank you for stopping by. This article is an adaptation of my show, The Show. Click play and listen while you read or save it for later if you can’t.  First of all, welcome to my first monthly review! I’m excited things have come this far and I want to show you…

How to Qualify Prospective Clients And Waste Less Time With The Wrong Ones

October 5, 2018

This article is based on one of the episodes of my podcast, The Show. Click on the play button if you want to listen. “How do I not waste my time with prospects who aren’t a fit?” The best way to do this is by qualifying them. That’s why I’ll tell you exactly how…

The Consultant’s Conundrum: How To Improve Your Active Listening Skills

October 5, 2018

This article is an episode of my podcast, The Show. Feel free to listen while you read.  There’s an opinion in consulting circles that you need to persuade people in order to sell them anything. You know – twist their arm into doing something they don’t want to do. People believe that’s the…

Sales Discovery Process and The Power of Good Questions

October 4, 2018

This article is an episode of my podcast, The Show. Feel free to listen while you read.  There’s a pretty common medicine metaphor used to describe the role of consultants and service providers, and it goes like this: You go to the doctor, and they ask you some discovery questions. They need to…

Sales Mindset Tips For Professional Services: Serve, Don’t Sell

August 6, 2018

This article is based on an episode of The Show and you can listen now in the player below.  The key to selling more is not selling at all. There are tons of sales mindset tips out there, but I implore you to internalize this one. Yes, my best sales advice is to focus…

How to Negotiate With Clients on Pricing

May 29, 2018

Learning how to negotiate with clients on price is a rare skill that makes you money immediately. Find out how, right now. The art of negotiation is one of those elusive arts that seems confined to the inner sanctums of smoke-filled rooms. It’s not that complicated, actually. And the best news is that you can…