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Having a great message or value proposition is only half the battle in telephone prospecting, making sure it lands in a way that the prospect can consume is equally as important. Read More
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Sales is about numbers, specific numbers, numbers that make one successful and accountable. By avoiding your number, you avoid accountability. Read More
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A pipeline is not for collecting opportunities, but developing and closing clients and revenue. If your pipeline is backed up, flush it and start right again. Read More
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Despite all the talk, the fact remains that sellers are too passive. Rather than engaging buyers, they are waiting for the buyer to engage them; sad! Read More
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Multi-tasking is a good way not to get a whole bunch of things done at the same time. Single tasking leads to success one step at a time. Read More
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A little effort in verifying aspects of your sale, what prospects are saying vs. you think or wish they were saying, will save you time and make you money. Read More
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Bringing you together with a group of your peers, as well as leaders in business-to-business marketing and engagement, Read More
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Don't blur lines between training and improvement. Without planning, reinforcement, objective goals, and related measures, training won't lead to improvement. Read More
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Is it the fear of failure or the fear of success that keeps many sales people from doing what it takes to succeed and continuously improve? Read More
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Sales is not a race, it is how you run it, not how many races or how fast. Plan, execute and follow through. Read More
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