Category Archives: Prospecting

The 3-5-8 Rule for Successful Selling

I’m a big fan of keeping things simple by following a proven routine for getting things done that happen regularly.  

I eat the same thing for breakfast and for lunch nearly every day. I follow a consistent exercise routine. I have a handful of favorite T-shirts and shorts that I wear all the time.

I like to think that doing this frees my mind to focus my creative energy where it’s most important. My wife says I do this because I am anal retentive (but she loves me anyway).   Continue reading


Why You are Not on My Mailing List

Photo by Mathyas Kurmann via Unsplash

At Inside Sales Dude, word of mouth referrals are crucial for generating consulting projects. I want people to think of me when they are trying to solve a sales problem.

One way to I stay “top of mind” is by writing blog posts providing practical advice for Sales Management.

If I dumped all of my contacts into a distribution list, I would be able to email blast almost 2000 readers whenever I published a new post.

I’ll bet if I did this, more people would see my posts. I might even generate more new business.

But here’s the problem – some of these people have not asked to be added to my mailing list – despite the fact that they find my posts to be enlightening, inspirational, and educational (or maybe not).   Continue reading


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