Knowing who your decision maker is will help you customize your message and it will enable you to speak directly to their needs and the industry challenges. That is why research is essential when it comes to good prospecting. In…
Do you want a happy new year in sales? Adding the human touch can only increase brand equity. If we get back to basics the money will follow. Measure Your Success at the Holidays It's the time of the year…
Business Development needs to be a priority, whether it comes to cold calling (schedule time every day), or staying in touch with your customers (plan to do that on a regular schedule) or learning new practices. Who doesn't have time…
Understanding Your Clients Strategically shortening your sales cycle has nothing to do with making more phone calls but everything to do with understanding your audiences and their situation. During a prospecting call the other week we came across the question…
This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in good relationships and good sales relationships…
In a consultative sales environment technology should only be utilized to support the sales process, but never to replace it. People want to feel special and they don't want to be viewed as a mass target. Technology Does Not Replace…
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process. If you don’t overcome buyer fears, you won’t succeed People buy from people…
Even in Sales there are NO Quick Fixes Social Media and available technology have changed our world and the way we do business and it has made us more impatient. Now, more than ever we are hoping for a Quick…
Some words of wisdom from the Wizard of Oz. Since lions are supposed to be "The Kings of Beasts," the Cowardly Lion believes that his fear makes him inadequate. He does not understand that courage means acting in the face…
Lean Forward - Or Walk Away? The purpose of sales is to close business and increase revenue (and profits, too!). While this might be obvious to some, one would be surprised how many sales people actually dance around not understanding…
Adjusting Your Treadmill Once in a While Can Improve Your Sales I don't like going to the gym, I really don't. Lifting weights is OK, but going on the treadmill is almost punishment for me. I have to distract myself…
How effective are voice mails? Many sales people struggle with the decision as to whether they should leave a voice mail message or not. In a consultative sales environment, once you have identified your ideal client profile and you have…
