About 2 years ago, I was diagnosed with colon cancer.  

I am extremely grateful to have fully recovered thanks to some great medical care.  

It made me realize life is short, so I decided to finish a creative project I began during the pandemic.  

I wrote a book about selling ... specifically about new business development.  

I've been in B2B sales for most of my career.  

And over the past decade I've noticed something ... 

Business owners and decision makers are busier than ever.  

They are getting called on by more salespeople than ever.  

And - today they also buy differently than they used to.  

This shift in buying habits (I learned) is Influenced by many things … 

Like the pandemic, online shopping, better access to information, corporate consolidation, artificial intelligence tools, and more.  

My struggle was not selling or closing. I'm good enough at selling and closing.  

I believe you, and most professional salespeople are good enough at selling and closing.

My biggest problem was getting the attention of ... and appointments with ... my best prospects.  

Cold calling + cold emailing wasn’t working as well as it used to.   

So I began studying the most successful sales organizations - many in the tech industry - to learn how they find new clients.  

And guess what ... they didn’t exclusively rely on cold calling and cold emailing.  

They ALL use marketing to help in the new biz dev process.   

So I read every book I could find on this topic.

I invested thousands in seminars, webinars, newsletters and coaching.  

I applied this lead generation marketing to my own selling situation and have enjoyed surprising success.  

Writing a book about it was my first step in mastering these skills.  

Sharing what I've learned and helping others is my next step.

If you work in sales and have to cold call to find new business, my book - White Collar Prospecting - can help you.  

LinkedIn users can obtain a free digital copy by following this safe link:

http://whitecollarprospecting.com/

P.S. One last thing about colon cancer - Don't wait until you are 50 to get a colonoscopy. It's occurring in younger adults every year. If I hadn't waited, what became a tumor would have been an easily removable polyp.