What does EXCELLENT Business Development Look Like?
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What does “Excellent” really look like in today’s Business Development efforts? When talking business development with new sales reps or sellers ramping up their efforts... Read More
What’s Your Sales Focus for 2018?
Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough,... Read More
This is why salespeople should ALWAYS send a Happy Thanksgiving Email – it’s not what you think
We’re less than a few weeks away from Thanksgiving and all those Holiday Celebrations that signal the slowdown of business and preparation for the next... Read More
Are you showing up for the WRONG Reasons?
Let’s do a reality check. Your Customers Know If You’re Showing Up for All the Wrong Reasons. They can smell it. Even on the phone.... Read More
Are You Chasing Sales Unicorns? (It’s not WHAT you sell, but HOW you sell)
What thoughts go through your head when you call someone and don’t get a call back? How do you feel when you get no response... Read More
How Do You Survive Vacation When You’re In Sales?
As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to... Read More
What do you do when hot prospects give you the silent treatment?
Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree... Read More
Do you have a “HAIL MARY” Sales Mentality?
“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands... Read More
Are you afraid of being “too pushy” in sales?
I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you... Read More
Give Your Sales Program a Regular Checkup to Produce HEALTHY Results!
You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how... Read More