Mike Toney

When we think about Friction, it is everywhere in our world. Friction is the way we describe the normal resistance of things rubbing or pushing against the outcome we want. With this thinking, I will explore different areas where Friction is limiting (or pushing against) the growth of our companies, specifically the Sales, Revenue and Client Retention areas of our business. 

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.