Fix Your Broken Outbound Prospecting

Grandpa – a man who could fix anything.

My Grandpa was one of those guys who could fix anything.

One summer, when I was a little kid, Grandpa decided it was time to paint our porches and that I was old enough to help.

First we had to replace a few rotten tongue-and-groove boards. Then we had to hand scrape and sand down all the porches. After that we swept them.  Then hosed them off. Then waited for them to dry.

Only them could we begin to paint.

When I was on my hands and knees scraping and sanding, I complained, “This is taking forever – why can’t we just paint over the old paint?”  His reply stuck with me ever since,

“Anything worth doing, is worth doing right.” Continue reading

Dealing with Irrational Behavior

Sunbathing on the back deck

Every morning as the sun comes up, my dog Snickers likes to sunbathe on the back deck. Since I am an early riser, I let Snickers outside and start exercising, while my wife still sleeps.

In addition to sunbathing, Snickers is our self appointed Guardian of the Back Yard. She fiercely defends it from squirrels and other small intruders. Continue reading

Using to Find Sales Reps

This week, a woman from Massachusetts won the $787M Powerball jackpot. The odds of one of us winning the next big powerball jackpot are 1 in 292,000,000.

We have better odds of being struck by lightning, killed by a shark or injured by a toilet.

Luckily, the odds are much better for finding and hiring good sales reps.  Continue reading