Since our first day in sales, we have been taught to have as many leads as possible. We’ve also been told when you think you have enough, keep … [Read more...] about Which is Better: the Big Sales Pipeline or the Narrow Sales Pipeline?
Fake Prospects, Fake Buyers, Fake News
The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, … [Read more...] about Fake Prospects, Fake Buyers, Fake News
Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset
Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, … [Read more...] about Monday Motivation Video: Your Mindset Shapes Your Customer’s Mindset
Why Sales Is Not a Profession
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because … [Read more...] about Why Sales Is Not a Profession
How Can I Tell If I Qualified Prospects-Does Your Call to Action Engage the Prospect?
We talk a lot about making sure each phone call has a specific call to action. The most frequent call to action is an agreed to time to meet next. But … [Read more...] about How Can I Tell If I Qualified Prospects-Does Your Call to Action Engage the Prospect?
Monday Motivation Video: Making a Difference to End the Decade Strong
There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? … [Read more...] about Monday Motivation Video: Making a Difference to End the Decade Strong
