This week’s inquiry comes from Tim Burkhart: Hello Jeff — really enjoy your industry input and availability via The Fordyce Letter. Always … Read more

The Total Account Executive The phone rang.  I answered and boy was I surprised.  At the other end of the line was someone I hadn’t spoken to in quite a … Read more

There is a common belief that the primary cause of a sales team missing its revenue goal is a dry sales pipeline. If a sales team doesn’t have a … Read more

The phone rang. It was Craig, a recruitment firm owner from Westwood, California—home of my alma mater, the University of California, Los Angeles (UCLA). I … Read more

Dear Barb: I’ve heard you admit that early in your career you focused on the candidates who really needed your help and almost went out of business. I … Read more

Dear Barb: I heard you speak in Denver recently and I’ve implemented several of your ideas. However, I don’t see the value of calling all clients with open … Read more