I have had conversations with sales executives in the past where we came to an interesting conclusion: it would help them sell more if they were an … [Read more...] about Want to be an Expert?
Sales may be about to get harder
I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the … [Read more...] about Sales may be about to get harder
Build a prospecting team
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get … [Read more...] about Build a prospecting team
Prospecting idea: have an idea
It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m … [Read more...] about Prospecting idea: have an idea
Talk to grandma in an elevator
It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. … [Read more...] about Talk to grandma in an elevator
Walking in your prospect’s shoes
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. … [Read more...] about Walking in your prospect’s shoes
