Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and
It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments
When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately
Savvy B2B companies invest in and teach in inbound lead gen skills to their people. It helps you gain valuable visibility into the intentions of your sales prospects, and gives you a way to
On this episode of Sales Pipeline radio, Matt Heinz and Jeb Blount discuss emotional intelligence, Sales EQ, and Fanatical Prospecting. You’ll be surprised to hear Jeb’s opinion about how sales and marketing should work
