Small Business Owner

Real and imaginary barriers

Running a business is hard. There are so many barriers to success. Sales, financing, delivery, marketing, recruiting, just balancing everything, knowing what to focus on next, etc. Yet we often make it harder on ourselves by creating imaginary barriers in … Read More

Don’t “Market”, “Teach” — marketing for consultants

Last week, I discussed how to “help” instead of “sell”. This is a powerful paradigm shift, especially if you find “selling” uncomfortable, unnatural, and/or unethical. But what about marketing? What about lead generation and business development? Another paradigm shift can … Read More

“Help”, Don’t “Sell”

Yesterday I met with a very smart, conscientious guy who takes great pride in helping his clients. He said, “I know I have to get better at sales, but I hate it!” So I recalled my journey. “Selling” is not … Read More

The Sales for Nerds Signed Bookshelf Giveway

I’ve been lucky enough to have a bunch of awesome authors come on Sales for Nerds, and Aaron Ross recently recorded his 2nd interview, for the new edition of From Impossible to Inevitable. I asked if he had any signed … Read More

Create a Weekly Calendar

If you feel really busy, but by the end of the week you haven’t done the main thing you set out to do on Monday, you may need a weekly calendar. I have to admit, I only started doing this … Read More

Mimiran Call Mode

Call Mode: An easier way to make sales calls

Most people don’t really enjoy making sales calls. I’ve found that if I’m doing a good job helping prospects, not just selling them, the conversations are easier, more fun, and more productive. But knowing who to call next can be … Read More

Making Sales Call Easier

If there’s one overriding theme beyond the Mimiran product, it’s: “automate around Reuben’s weaknesses.” One of those weaknesses is calling people. I’m getting much, much better, but it’s still not my favorite thing, and I’m still behind where I should … Read More

2018 Pipeline Planning

2019 Sales and Marketing Pipeline Planning

We’ve all done our sales planning for 2019? If you’re a bit behind, like some people I’ve heard about, you can use this quick pipeline planner to get a sense of how many leads you need, what your close rate … Read More

How to do sales proposals the right way

If you’ve read this blog for a while, you know there’s a lot of material on proposals. I’ve also done a lot of coaching and consulting on proposals. Each time, I tell myself I should really put this content in … Read More

Nail Your Marketing Message

Who do you help? What’s different about your approach? How can you get this message to resonate with your audience? Try this simple “Mad Libs” style marketing message generator. Just plug in values in the blanks. Play around. See if … Read More