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It sure feels that way today! You rarely reach your prospects on the phone and when you do, they quickly brush you off. When you’re in meetings, they want you to get right to the point.

Sometimes they’re so busy multi-tasking, that you’re not even sure if they’re paying attention. Even your long-term customers fail to return your calls for months, making you wonder what you did wrong.

Welcome to the new normal! Your prospects are suffering from.. Read More

Success with Internet leads has much to do with how you manage those leads. Maybe even mostly to do with how you manage them. However, that lead management process can very effectively be adjusted to smooth and leverage the diversity of there generation methods.

This brief guide will introduce you to several of the Internet marketing methods lead providers use to generate leads Read More

If you are going to network, don’t dip your toe in the water… Dive in head first!

I am a big proponent of networking and referrals for professionals, from generating referrals from your clients and contacts, to getting involved in formal and organized networking groups.

What I can’t figure out is.. Read More

Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack.

I think they created a very useful analogy Read More

Inside you is a giant, a bigger and better version of you. Most people accept a vision of themselves that is simply too small by conforming to the smaller visions of those around them. Becoming the best you requires having a bigger vision of who you are and of what you are capable Read More

The language choice of “overcoming objections” is ineffective, in part, because of its adversarial connotation. Effective salespeople elicit their client’s concerns, knowing that they are real, substantial, and must be dealt with in order to move a deal forward Read More

Buying is becoming more of a team sport as more decisions are being made by two, three or more people. Sales people need to increase their team coverage and sell everyone, Zone-to-Zone Read More

Every prospect has a unique story. Their needs might sound similar on the surface, but when you dig deeper, you’ll gain inside information and improve your chances of winning the deal!

Let’s put your ability to uncover opportunities to the test.. Read More

From time to time, everyone is late for an appointment. But being habitually late for appointments is a serious problem and one that present your dream clients with an impression of you that will cost you and your company business Read More

If you think the concept of “FREE” has run its course and no longer motivates buyers… Think again!

You too can use “FREE” to your advantage.. Read More