Recently I was on a call with sales managers discussing prospecting calls and the right way to make them. The universal response I heard was how … [Read more...] about 3 Rules on the Right Way to Make Prospecting Calls
Telephone is Still a Prime Tool for Sales Prospecting
Sadly, too many salespeople think the phone is an outdated method of prospecting. Guess again! It’s a great tool for prospecting, and you should … [Read more...] about Telephone is Still a Prime Tool for Sales Prospecting
Sales Motivation Video: Morning Exercise Can Make All the Difference
What is your morning exercise? This isn’t necessarily about having an elaborate exercise routine. But you do need to do something to get … [Read more...] about Sales Motivation Video: Morning Exercise Can Make All the Difference
Leadership Must Be Self-Serving
You’re wondering if I’ve lost my mind by this headline. Don’t ask my kids if I’ve lost my mind, because they’ll be … [Read more...] about Leadership Must Be Self-Serving
Are You Planning for High-Profit Customers?
I often meet salespeople who say they want the most profitable customers possible. But they don’t prospect for that type of customer. Want to … [Read more...] about Are You Planning for High-Profit Customers?
Should Sales or Marketing Own the Prospecting Process?
If you’re in Sales and you get your leads from Marketing, quit trying to kid anyone. You like it that way. Let’s come clean on the … [Read more...] about Should Sales or Marketing Own the Prospecting Process?
