Thanksgiving signals the official rounding of the corner for wrapping up the business year. While never an excuse that I’ve subscribed to (or let my...Read More
If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as...Read More
If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills … that really stinks. Maybe we should have a...Read More
It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get...Read More
The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow...Read More
