Why are you cutting your price? Cutting your price due to the demands of the customer is stupid! Yes, you read it correctly: it is stupid. The only … [Read more...] about Stop the Discounting by Increasing your Value
How Often Can I Contact a Prospect?
As often as you are able to deliver new insights that your prospect finds interesting, you can contact him/her. Contacting a prospect is never about … [Read more...] about How Often Can I Contact a Prospect?
Monday Motivation Video: Narrow Your Focus to Make Your Sales Quota
You look at your sales quota and see yourself falling short, so you begin panicking and thinking you need to run after every opportunity possible. … [Read more...] about Monday Motivation Video: Narrow Your Focus to Make Your Sales Quota
Prospecting is a Conversation, Not an Interrogation
Are you one of the many salespeople who knows they need to prospect but are afraid to? You rationalize away why the prospect you need to call … [Read more...] about Prospecting is a Conversation, Not an Interrogation
The 6 Myths of Prospecting
Maybe I should call this article, “fairy tales too many salespeople believe.” In my book, High-Profit Prospecting, I call out 6 … [Read more...] about The 6 Myths of Prospecting
Monday Motivation Video: Success in Sales is About Being a Rain Maker, Not a Rain Barrel
In my new book, A Mind For Sales, I talk about how it is your mind that controls the results you get. It’s your mind that impacts and … [Read more...] about Monday Motivation Video: Success in Sales is About Being a Rain Maker, Not a Rain Barrel
