BizSugar.com › User › jkennedy › Voted

You won’t always know and understand your dream client’s business. If you don’t know what you need to know, ask for an education. Read More

Sales process does not have to be complex, it just has to work. Perhaps a binary approach based on activities completed with the desired results is the best approach. Read More

Ignoring the objection and moving past it is the fast track to alienating your dream client and the surest way not to gain the commitment you sought. Read More

In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. Your team is wearing white hats. Even when they struggle. Read More

E-mail continues to grow as an effective prospecting tool. In today's guest post, Kendra Lee offers up 5 ways you can maximize you efforts and results with e-mail. Read More

It’s not defying conventional wisdom or taking a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in. Read More

When sales people don't or can't do something, they rationalize it by dismissing it's importance. But to improve, you need to deal with things to overcome, and sell better. Read More

One of our daughters moved this weekend from a large house with four roommates. Only she and one other person cleaned the vacated home. I quipped, “Imagine if we could rate your roommates online with short reviews like Zagat and Yelp.” Then I wondered why organizations do not have transactional cus Read More

You might think that your company is a manufacturer. Or a service organization. Or a solutions provider of some sort. You are none of these things. Read More

You may know how to put the train back on the tracks, but unless your client knows what you are doing, you aren’t doing anything. Read More